Realtors get back to the basics

By
Real Estate Broker/Owner with Realty Executives of Kansas City

Realtor jobs and realtors who have experienced years in the real estate business. . . my, haven't things changed!

Isn't it so true - what goes around comes around?  And yet, as much as things change, things stay the same.

Let's look at what needs to stay the same and what needs to change.  The last time I checked, the real estate business was about helping people.  Realtor jobs are about building strong and genuine relationships with people and helping them with their real estate needs.  The "best of the best" realtors have conducted their real estate business with an "others focused" mentality.  This is how the real estate business has not changed and will never change.  Realtors who "get this" will always thrive because their foundational focus is correct.  (Help me out here, Who said it - "it's about the people, dummy!" ?  Carnegie, Covey?).   Anyway, we chose this business to help people with their home buying and selling needs.   One change that must happen is this: As the pulse of the market and its conditions change, realtors need to keep their business expertise current .  This requires learning new things and adapting to what the market gives us.  Whether a home purchase or sale is a "normal" one, or a foreclosure, or short sale situation, people need help with their real estate transaction.   It still is about the people however; things have definitely changed in some ways and realtors who don't embrace the change may not maintain their value and survive.   (The good news is. . . realtors who dedicate themselves to their clients and to the business will come out on the other end in really good shape).  So, we understand that the basic foundation of the real estate business has not changed.   Let's explore some other real estate business practices that have changed in addition to how realtors must change in their learning and adapting to the market.  Today, the way we meet, communicate to, and build new relationships with people is drastically different than even 5 years ago.    Since our business plan and goals are based on numbers (of people in our COI, of closed units, of total sales volume, etc.),  and with the market numbers being down, it's critical that realtors focus their activities on prospecting to meet more new people and build solid relationships with them.   To do this, Realtors have to go where the people are .   Two words - Social Networking.   What used to be for social connection only has become a primary business networking strategy that is highly successful.  I'd encourage you to get in this real estate sales"game".  (As I'm writing this, so many of our outstanding executives come to my mind.   I see vivid pictures of how they are successfully growing their real estate sales businesses with "cutting edge" realtor tools that they command and direct while at the same time, are careful not to neglect the foundational "constants" of the real estate business.)   A final aspect of change in this blog is:  How realtors manage their real estate business.  I remember when the MLS system was on 3x5 note cards that my Father would carry around in his shirt pocket.  That was even before the "big books".  I remember in order to show 1 house to a client, a realtor had to go to the listing office to get the house key (there was only 1 key and it was kept in the listing office).  Literally, a realtor had to go to the listing office, get the key, take the client to the house and show it them, and return the key to the listing office.  If you had a client wanting to see the same house, you waited!   So, with our new, improved systems, some of the changes in real estate have been very good.  Realtors have a plethora of tools and systems available to them to make their real estate business function efficiently and effectively.   But,with improved universal systems comes a need for Realtors to learn and change to them for their real estate business management.  Yes, some realtors may be "kicking and screaming"  as they adapt to the changes (I know a few!) but it's non-negotiable.  If you want to last in the real estate sales business, you become an expert juggler of the two life-lines - relationship building that doesn't change and professional growth that does change.  To end, if asked my opinion, I'll always revert to "it's the people".  A credible, capable realtor will always have an abundance of clients that will be patient, understanding and overlook their shortcomings.  This is due to the one thing that will never change in real estate - the price and value of a trusted, personal advisor can't be  replaced.   You build the relationship and they'll stay with you!   That's "back to basics".   Now go out and be fabulous!

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Ambassador
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Linda K. Mayer
License # 01767321 - La Verne, CA
Realtor, SRES, SoCAL, A REALTOR YOU CAN TRUST

Patti, THANKS! For me it has always been about this - the people.  I had one realtor tell me recently that the bottom line was that we get paid.  I told him no, it's getting my clients what they want for the best possible deal.  Of course, this realtor had also refused to present my offer to the REO bank for a property he has had on the market for over 420 days! Just goes to show what kind of realtor gets the job done and comes out with referrals!

Aug 03, 2009 09:52 AM #1
Rainmaker
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Jenny Durling
L.A. Property Solutions - Los Angeles, CA
For Los Angeles real estate help 213-215-4758

HI Patti, I agree with what you are saying here for sure. If you don't mind a little bit of a critique- paragraph spacing and a picture or two would really make this blog easier to read.  I guess I'm a "visual" type but I almost didn't read the post based simply on its format. Just my opinion, for what it's worth.

Aug 05, 2009 03:26 PM #2
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Patti Gabrielse

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