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Realtors® as Master Teachers: Dazzle Your Clients with Your Expertise

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Education & Training with Corcoran Consulting & Coaching

The mediocre teacher tells. The good teacher explains. The superior teacher demonstrates. The great teacher inspires." William Arthur Ward

Bob, why are you explaining what makes a good teacher? We're real estate agents here. Hello!

Good question. And here's my answer: In these times, if you're not teaching prospective clients, you're losing the game of real estate - and the score isn't even close.

My goal with this article is simple: To get you to be a great teacher so you will inspire people to use your services. Wouldn't it be great if a client came up to you and said you actually inspired her to sell her house? Or if a buyer said you convinced him to buy?

When you approach your job as a teacher - a great teacher - that's exactly what can happen. And today more than ever, the public needs to be educated on real estate. Over the last 18 months we've seen enough changes in the market to boggle even the experts. So you can imagine how sellers and buyers are feeling - especially those just entering the market for the first time. They need good, reliable information and you're the professional who can share it.

So the big question is: Are you teaching? Or, are you doing business as usual?

Put yourself in a seller's shoes. You get a call from a Realtor®  who starts talking about how great he is, and how many homes he's sold. Blah, blah, blah. Every Realtor®  makes those exact same claims. But if a Realtor called you and began explaining how you can sell your home for a better price by following some simple steps, then you're educating the seller. You're inspiring the seller by explaining what's in it for him.

The client does not want to hear a recitation of your resume as much he as he wants to hear how a person with your experience will bring his skills to the table for you.

Bob Corcoran

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Show All Comments
Tim Rogers
Coaches Corner Radio...The Real Estate Guy - State College, PA

Bob,

Valid points.  It should never be about us.  I see and hear this all the time.  I've done this...I've done that.  I'm a multi zillion dollar producer, blah, blah, blah.  Reminds me of the Peanuts cartoon where the conversation is just noise.

The pro's know that it is about educating the consumer both buyer and seller.  Dazzle them with the critical pieces of information that will provide them with a GREAT experience and you will win, the client will win, and your referral business will explose.

Tim

Jul 17, 2009 01:30 PM
Kelly M. Fisher
The Property Shoppe, LLC - Lake Harmony, PA

Beyond the self-promotion,a lot of agents are also guilty of telling the sellers what they think they want to hear -- like the agent who gets the listing by telling the sellers that they can sell their house quickly, even though it's $20,000 overpriced.  I have a listing appointment tomorrow that I will likely not get.  The reason, I already know that the sellers will want me to tell them that their home is worth a great deal more than it will actually sell for in this market.  I have already decided that I will go into the listing with a well-prepared presentation.  I will present my marketing plan and cma.  I'll show them other homes that are their competition.  I will make suggestions for showing the house and will listen to their needs.  When it's all said and done, their greed will kick in.  They'll call  one of my competitors who will take the overpriced listing in hope of whittling the asking price down over the next 6 months and just may eventually get it to the point where prospective buyers may actually look at the house.  Then the buyers will lowball them and the sellers will either accept an offer somewhere in the price range that I initially suggest or they'll take the house off the market and decide that all realtors suck. 

Jul 17, 2009 01:54 PM
Lynda Eisenmann
Preferred Home Brokers - Brea, CA
Broker Associate ,CRS,GRI,SRES, Brea,CA, Orange Co

Hi Bob,

Great stuff, informed consumers make better decisions. Works for sellers and buyers too. I try to make it a process, bit-size pieces, less over-whelming.

BTW, got your book somewhere along the line, maybe at a CRS Sell-a-bation event???

Jul 17, 2009 02:00 PM
Bob Corcoran
Corcoran Consulting & Coaching - Swansea, IL

Thanks, Kelly, Tim, & Lynda, for your comments.  Both buyers and sellers need to know what we can do for them.  How we approach pricing their home and informing them about other things that will affect the transaction will tell the story much more effectively than reciting our credentials.  Especially if we have gained the initial interview with the client through a referral, the perspective client wants to know more abut how we work with people and promote their home than our stats!

Lynda, hope you enjoy the book.

Jul 18, 2009 02:10 AM
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