What does it really take to become an "Expert" on any given local Real Estate Market?
We see statistics from the National Association of Realtors...and other groups...that say over 80% of all buyers start looking on the internet...way over half of all buyers find their homes through an internet search...and the percentages are growing all the time...
With all the data available on the Internet why do buyers need a Realtor?
This is a serious question...because you can bet that there are PLENTY of folks asking buyers and sellers that same question....just look at all of the "Discount" and "Rebate" brokerages out there.
I know I bring a lot to a transaction that my clients could not learn in one month...or six months...or even six years of reading what other folks say and not doing the daily work of full time Real Estate...but how do we communicate that to our clients? How do I prove that I am relevant to the buying and selling process?
We walk a fine line here...a little too much ego and we look like used car salesmen
And too little communication and we look like...well, you figure it out!
Professionalism and leadership are two quantities you expect from Doctors, Lawyers, Accountants...should our clients expect any less?
Here are a few things I try to include in my "toolkit" that let clients know why my services are valuable:
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In depth and current knowledge of the local market. Lots of information is available...but what does it MEAN?
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In depth knowledge of market trends...can you tell clients which areas are appreciating...and use exact numbers? How many homes were sold in any given zip code the past month?
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Personal knowledge of the inventory...active and sold...Sure that picture of the house on Hale Street looks good...but do your clients know it was just across the street from the Sewer Plant (true story!)
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Facts and figures from my past transactions that show buyers how professional advice can save folks just like them from mistakes...costly mistakes!
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Involvement in local Realtor Organizations...I'm not just along for the ride...I try to make a difference
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Competence in ALL the technology that we have available...just like the dinosaurs...we have a choice...be good or be gone
Over the next five years we will see huge changes in the Real Estate markets. The banks and other large lenders are looking at the market...and they are moving in for the kill.
I would hate to see my clients reduced to using some live-chat line to help them buy a home because I didn't do what was necessary to stay in business...Remember Sears in the 1970's...they were a one-stop-shop for everything from frying pans to life insurance...look at Wal Mart today...how many Mon-n-Pop's are gone because of that corporation? Can that happen to us...You Betcha'
We really are a service industry...we need to serve...and serve WAY better than any corporate entity...And...we need to be RELEVANT...there is that "R" word again...the more we educate our clients the more we gain the opportunity to serve more of their friends and family...and that is a good thing!
OK...soapbox time is over for today...and I appreciate your feedback and insights about how you communicate your relevance to your clients!
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