Is Real Estate Really a RELATIONSHIP Business? Do We Want That?

I hear this a lot.  As a matter of fact, earlier today I posted a blog using video clips from the musical, "The Music Man" to show some very important sales skills.  In case you missed it, you can check it out here - How is "The Music Man" Like Real Estate Sales?  Personally, I thought it was a pretty good post and a lot of fun - especially if you like old musicals.

One of the comments was short and simple - it said, "It's really all about building relationships."

I HAD TO THINK - RELATIONSHIPS?

We all over use terms and follow trends - more often than not, without even being cognizant about it.

Relationships. in my opinion, are all about sharing the good and the bad.  See, I consider a relationship to be a two way street - give and take.  My wife and I have a very strong relationship - we are equal in so many different ways and we each have our strengths and weaknesses we bring to a successful relationship.

My daughter and I have a poor relationship - I give and she takes.  We don't get anywhere with that.

PROFESSIONAL RELATIONSHIPS

A common relationship that REALTORS develop - and anyone else in the workplace is with their co-workers...many of whom we spend more time with then our loved ones.  Professional Relationships are developed initially through the policies and procedures of the workplace.  Who you sit next to...when you go to lunch...who you interact with as a part of your job.  Typically Professional Relationships develop out of a need of necessity - because it is necessary to go to work - for most of us.

In essence, this is the same type of relationship we have with those we went to school with.  If we played on the football team together - we were team mates and had that as common ground for our relationship.  If one is the left guard and another the left tackle, lining up side by side on every offensive play, then that relationship develops further - because more is expected of it... it does not mean, however, that the two are friends.


PROSPECT RELATIONSHIPS

Do Prospects want a Relationship?  What will that mean?  Will they be invited to watch my kids (they are grown and gone - but you get the point) play little league?  Will I be expected to go to their kids school play?  If I send a birthday card, should I expect one in return?

Do Prospects seek you out because you drive the hottest car in town?  Maybe because you are the hottest blond?  I know it's because in your office, you have granite counter tops in the bathroom - that must be it.


VENDOR RELATIONSHIPS

This relationship develops more by choice because of the vendor providing good service or a good product.  Certainly we don't continue to give our business to a vendor if they can not ever deliver on time, treat us rudely and their product always breaks.  Yes, the vendor has some sales skills to make certain that our needs are met and at the same time tries to be professional about it.  Certainly if the vendor attempts to bribe us to use their services - there will be trouble, one way or another.

WHEN IS A RELATIONSHIP MORE?

Good question!  In MANY cases Relationships develop into bona fide Friendships that allow interaction at the next level...and sometimes even the next level when Friendships turn into Intimate Relationships.

Anyone (all of us) who has ever had a friend or lover, know it did not happen the moment we first met.  Yes, we do have friends that we were instantly drawn to - and love works that way, at times, too - but this is the exception.  This exception is not the Relationship that we have to work at - maybe to keep it going, but not to make it happen.  And I don't mean 'work' in a negative sense as in labor - but just making efforts, whether it is cracking a joke or sharing photos of a trip or holiday - this is an effort (however minor).

There have been volumes written on what makes a successful Relationship, throughout the centuries - I cannot possible cover it all here...just think to your self about your most fulfilling relationships and what do they have in common?  My guess is time.  The time it took to build and the time it has taken to maintain.

Now think about your worst and failed relationships... Anything in common - maybe too much effort, or too much pressure from one side or the other.

SO WHY A REALTOR - PROSPECT "RELATIONSHIP"?

Good Question - I think the concept is over rated!  How about that for being OUTSIDE THE BOX?

Why can't I just be the best REALTOR® in my market and provide exceptional service and provide intelligent market data that works hard at meeting and exceeding every expectation my prospects have.  I will be pleasant and I promise to keep my problems to myself.  Most importantly, the time we spend together will be all about my prospect.  sure, I'll reveal some personal information so we can establish a common ground - but the reality is - it is not the John Occhi Show - it is help my buyer buy the home that meets their needs...or helps my seller sell their home in the quickest time, for the most money possible and with the least inconvenience to them.

Yes, my Prospect Relationships do turn into personal friends, on occasion.  The personal relationships I have developed have meant so much to me that I think I do them a dis-service if I consider every prospect I come in contact with to be on that level.

So, for me, selling real estate in the Hemet - San Jacinto, CA real estate market is all about being professional.  I don't give closing gifts and I don't go to little league games just because you bought a house from me... but I might, if you become my friend.

Merry Christmas,

John