What Makes You "You"

Mortgage and Lending with Primary Residential Mortgage, Inc.
Have you ever thought about the topic of this article?  I mean, REALLY thought about it?  What exactly is it that make you "YOU"?

I know, when it comes to real estate, you're the end-all, be-all for every one's needs.  You can move mountains to get a home sold, find a home that no one else can find, deliver service that no one else can even imagine.

I've heard it many times.  You can answer any real estate question that someone has...from how to market a home to what homes are selling for to where to get the best financing.

But when you ask the question, "What makes you "YOU"? you often get a blank stare, a stuttering, a searching for an answer look that tells me, "I really have no idea".  I hear things like, "I'm really good with people", "I really like working with people", "I bring a lot of energy to the table", "I know a lot about real estate", "I care about people".  Things that in the end doesn't amount to anything because it doesn't tell the client what you can do for them.

The question is then followed up with, "If you don't know what makes you "YOU", how are you going to let anyone else know?  Remember:  people don't care what you know until they know that you care!

I mean really care.  By showing them, not telling them.  Sales are fraught with people who talk a good game, but in the end come up short.  It's better to under promise and over deliver on your service than to build up their hopes for great things and then, although you did a good job, have them think that it was "Okay".  That doesn't do much for glowing referrals later.

Stop and think about what makes you "YOU".  How can you use this in your marketing efforts?  Knowing who and what you are will simplify your marketing efforts because it will allow you to be yourself and you will never have to worry about exceeding your own expectations to deliver service that is beyond your capabilities.

Look at others marketing efforts and decipher what you do differently to differentiate yourself from the competition.  Utilizing your best attributes to their fullest potential will have the prospect sold on using your services before you ever meet them.

As always, if you have any questions, please let me know.  I will be happy to assist you in any way that I am able.

Just thought you should know.

Have a profitable day!


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Larry Bettag
Larry Bettag - Cherry Creek Mortgage - Saint Charles, IL
Regional Vice-President
Cool....I always think of a USP or unique selling proposition.  I think that what makes you you is more personal than business....either way, both are important.
May 22, 2007 01:57 PM #1
Laurie Mindnich
Centennial, CO
I'm thinkin' you're talking a good game.  I'm not playing...but thanks for the read.
May 22, 2007 02:16 PM #2
Rob Robinson- Lehigh Valley PA
Bertrum Settlements (Title & Abstract) - Allentown, PA

The "YOU" is trying to make money like everyone else.  This is not a charity industry.  This industry is like 'every' other.  Good service, honesty, etc....... with the end game of putting a roof over your own head.


Do I feel good when I can help someone get a house or a re-fi?  SURE.  But I also felt good when I could deliver a Status Monitoring System for a Cable provider.  What makes me ....me?  My upbringing. To do what I can.....TO AN EXTENT .... (this is the 'hard part'.....I am NOT going homeless to feed the poor)....and meet peoples needs.

Other than Mother Teresa.... I cannot think of someone that does not look after themselves.


"Have a profitable day!" - lol....good ending Steven.

May 22, 2007 02:35 PM #3
Joan Whitebook
BHG The Masiello Group - Nashua, NH
Consumer Focused Real Estate Services

What makes me - me is my passion, my caring, wanting to assist the client, and my sense of humor -- it helps people when things get tough.

May 22, 2007 02:36 PM #4
Brian Schulman
Coldwell Banker Residential Brokerage, Lancaster PA - Lancaster, PA
Lancaster County PA RealEstate Expert 717-951-5552
Steven, I also had training about creating a USP.  The trick is to be able to condense it to a thirty-second synopsis.  I periodically have to practice that - it's not as easy as it sounds.
May 22, 2007 11:15 PM #5
Allison Stewart
St.Cloud Homes - Saint Cloud, FL
St. Cloud Fl Realtor, Osceola County Real Estate 407-616-9904
According to my letters of recommendation it is personality, wit , charm and humor as well as intense knowledge of the area and market and commitment. At least that is what my customers think.
May 23, 2007 05:02 AM #6
Christina Lackey
Coldwell Banker Prime Properties - North Syracuse, NY
Syracuse Central New York Real Estate
This is a great post.  It really does take some time to really think about what the difference between me and everyone else is.  I'm not done thinking yet.
May 27, 2007 12:15 AM #7
Ed Rybczynski
Integrity Real Estate - Havre de Grace, MD
Your Source for Local Real Estate


I like this post and every other that makes me stop and think.  Good job! 

May 27, 2007 01:36 AM #8
Jason Sardi
Auto & Home & Life Insurance throughout North Carolina - Charlotte, NC
Your Agent for Life
Excellent post Steven!  This seems so crucial in life & business to really make sure you are being true to yourself and everyone else.  Hopefully, I'm getting there:-) 
May 27, 2007 01:37 AM #9
Dawn Workman
Veracity Real Estate Group, LLC - Camas, WA
Camas Real Estate Expert, MBA, 480-540-8100
Great post- My initial answer is- My children. But, I am sure that is not what a  potential client would like to hear, so I'd better put on my thinking cap for when I am asked that question. Thanks.
May 27, 2007 03:16 AM #10
Harper Team
J Rockcliff Realtors - San Ramon, CA
How far will you go with this question? Will you stop with what you do? Will you stop with what you know? Will your history, associations, ideas, attitudes, memories, and etc. be enough to define you? Who am I? is one of the great koans in Zen Buddhism. If you really explore the question, it will change more than your concept oy who you think you are.
May 27, 2007 03:27 AM #11
Robert and Lisa Hammerstein -201-315-8618
Keller Williams Valley Realty - Hillsdale, NJ
Bergen County NJ Real Estate


Love this post and it's so deserving of a Star!  You're absolutely correct in that there should be something that differenciates you from the crowd.  Especially since the crowd got so large in the Real Estate boom.  Now we all have to sit back and really ponder this question.  I would suppose the fact that we are a Husband and Wife team with a passion for the area we have both known our whole lives makes us somewhat unique.  We are also pretty Tech-savvy but there are a whole ton of other people who are doing that now too.  I suppose we are just people who treat every transaction as if it was our own home involved.  That is what really makes us stand out in the crowd.  We were both raised by parents who instilled a natural code of ethics and that has helped alot.  Thanks for your though provoking post.  It has begun the day very well!  I give you a Star for this post!

May 27, 2007 03:45 AM #12
Ana Connell
G & C Properties - Burbank, CA
Burbank Real Estate Agent
Nice post!  Lots to think about.
May 27, 2007 04:21 AM #13
Charlene Hammontree
616 Realty LLC - Rockford, MI
Meeting the needs of Buyers and Sellers in MICH
Great post~ I think this will also help define our clients that we want to work with too. Being comfortable in our own skin can really bring value to our clients.
May 27, 2007 05:12 AM #14
Deborah Ryman
Santa Cruz, CA
M.A. Feng Shui Services, Santa Cruz County
I'd like to hear your answer for yourself . . .
May 27, 2007 05:30 AM #15
David Boone
A1A Mortgage, LLC - Jacksonville Beach, FL
This post really made me stop and think. I find it so hard to get out of my comfort zone. thanks for the read!
May 27, 2007 06:43 AM #16
Paul Anyanwu
CRS, SFR, Broker-Salesperson, Sales West Orange,NJ
Great conversation, you have to know what makes you ,you the essence of who you are and what you stand for.
May 27, 2007 10:39 AM #17
Christy Powers
Keller Williams Coastal Area Partners - Pooler, GA
Pooler, Savannah Real Estate Agent
I know my name, does that count? LOL! I don't think I know who I am completely yet. Great Post.
May 27, 2007 01:49 PM #18
Esko Kiuru
Bethesda, MD


That's an important point. To be successful in our business, in any business really, be yourself. The way I see it is to fine-tune your assets for peak performance and work on the qualities that need help. But keep your personality intact.

May 27, 2007 03:48 PM #19
Uzi Husain
Keller Williams Integrity First - Scottsdale, AZ

cool post...my unique value proposition is.......let me get back to you :)

Uzi Husain
Arizona Realtor, serving Goodyear & The Phoenix metropolitan area


May 27, 2007 04:46 PM #20
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