New Year’s Resolutions - Serve Don’t Sell!

By
Services for Real Estate Pros with RealSupport Inc.

Do you sell or serve?  It is a simple question.  I believe there is a big difference and your success in 2010 depends on it. Read more to gain a fresh perspective and start serving...

These days no one wants to be sold.  We cringe when a telemarketer calls or someone knocks on our door selling something.  We are reluctant to give our phone number to anyone for fear they will call us!  Selling is just passe. It is the way of the past and a way to scare off your potential clients, that is for sure!

How do you serve?  Depending on your target market, there are many ways you can offer yourself with no strings attached (and I mean NO string attached, no daily calls, no desperate emails). Offering your time and educating your potential client is the key.  I don’t mean a Free CMA, everyone is offering that (although that is part of it too).  In addition to a CMA, why not offer a complimentary home analysis to the home owner which would include a list of improvements you would recommend and the potential financial gain that improvement would have when they go to sell.  Who’s doing that? No one! 

Is your target market first time home buyers (or home buyers in general)?  How about a weekly “Successful Home Buyer Seminar” at the public library. I’ve suggested this to quite a few REALTORS and I am sometimes met with resistance... “Well, I’ve done this in the past and only a few people show up... it just isn't worth my time”.  I also here the argument, “Well, those people are never ready to buy”. Wow, that blows me away every time. Two leads that are going to eventually purchase a home are not worth your time? Very short sighted.  One of our clients gets every drop of business from his weekly home buyer seminars.  He is a top producer and 2009 was his best year! How does he do it? He serves and educates his target market consistently. Consistency is key.

At RealSupport, this is a philosophy that we follow and one that we preach to our clients.  Do NOT sell your service/product, SERVE your potential client and they WILL buy through you, they WILL list with you.

Ask your Virtual Assistant to brainstorm ideas for you and then execute those ideas.  You just need to show up!

And for your free consultation on what a Real Estate Virtual Assistant can do for you, please contact Erica Parpan, our Operations Manager here at RealSupport.  She can be reached at 847-705-1655 or Erica@RealSupportinc.com.

Good luck, and Happy New Year!  It’s time to get excited for a successful 2010!

Carrie Gable
President

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Re-Blogged 2 times:

Re-Blogged By Re-Blogged At
  1. D B 01/04/2010 08:48 AM
  2. Jason Killam 01/04/2010 06:54 PM
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Rainer
50,833
Iryna Sysenko
Realty One Group - Las Vegas, NV
Las Vegas and Henderson Real Estate

Sounds interesting, worth consultation. Thank you!

Jan 05, 2010 04:48 AM #40
Rainer
23,206
Bob and Debbie Gibbs
J. Rockcliff Realtors - Danville, CA

Goog Blog Carrie. I have found that there are more people in our business who speak about serving these days. Maybe I just didn't pay to much attention to it back in 2005 but it seems to me that the agents who were only 'Selling' either got out of the business or had an epiphany regarding what it means to serve. Anyway, however it happens, I think it is great that our industry is elevating their game and in the long run maybe it will change the perception of Real estate agents in the general public.

Jan 05, 2010 05:12 AM #41
Rainmaker
411,839
Andrew Monaghan
The Monaghan Group - Glendale, AZ
CRS, GRI, EPro Associate Broker

You are so correct, as soon as you start to sell you stop thinking of your client.

I have been much more successful letting the buyer discover the right house with my help.

Jan 05, 2010 06:15 AM #42
Rainmaker
131,333
Karen Pannell
Real Living / Home Realty - Owensboro, KY
Owensboro KY Real Estate -270-903-2167 Homes, Cond

Definitely a philosophy for success!  Thanks for sharing!

kp

Jan 05, 2010 06:53 AM #43
Anonymous
Anonymous

Some great advice and wonderful ideas! Thank you and as a new comer I hope to be serving some clients soon!!!

Jan 05, 2010 07:05 AM #44
Rainmaker
406,610
Marian Goetzinger
Pine Knoll Shores Realty 252-422-9000 - Pine Knoll Shores, NC
Crystal Coast Real Estate NC

My friend who encouraged me to go into the Real Estate profession when I was looking for a new career knew it well.  I told her I didn't think I could sell anything.  She said, "That's fine, you don't need to sell, simply serve."  She was right.

Jan 05, 2010 07:51 AM #45
Rainmaker
231,989
Emily Lowe
The Lipman Group | Sotheby's International Realty - Nashville, TN
Nashville TN Realtor

I love your suggestion to offer a free report on improvements!  That's a great idea - Happy New Year!

Jan 05, 2010 09:05 AM #46
Rainmaker
398,751
Kerry Lucasse
eXp Realty - Nest Atlanta Team - Atlanta, GA
Your Nest Atlanta Real Estate Consultant

Great ideas!  I do offer the complimentary CMA and the home analysis to sellers -- it is usually helpful, but I do think that sellers are worried you are going to stalk them for the next two years!  :-)  I think that reinforcing the 'no strings attached' would help to put them at ease.

Jan 05, 2010 09:10 AM #47
Rainmaker
1,517,838
Lyn Sims
RE/MAX Suburban - Schaumburg, IL
Schaumburg IL Real Estate

FYI to do a seminar at the library you have to be a non-profit company, organization or situation. That's not realtors, at least I think not!

Jan 05, 2010 10:57 AM #48
Ambassador
2,294,005
Robert Vegas Bob Swetz
Realty ONE Group - Las Vegas, NV
Las Vegas Henderson Homes for Sale

Hello Carrie and I have to agree with most of the other comments, wonderful post and I wish you all the best in 2010.

VB ;o)

Jan 05, 2010 12:22 PM #49
Rainmaker
202,414
Celeste Chism - Serving You in Crossville, Fairfield Glade, Lake Tansi & Cumberland Cove
RE/MAX Premier Choice - Crossville, TN
Serving You is My Top Priority

Hi Carrie,

Thanks for your great post. I really like the idea of a home analysis. I like to do different things. Thanks again.

Jan 05, 2010 01:49 PM #51
Rainmaker
1,058,012
Sharon Parisi
United Real Estate Dallas - Dallas, TX
Dallas Homes

The idea of a home analysis is clever and of great value to a potential Seller!

Jan 05, 2010 02:53 PM #52
Ambassador
2,007,427
Christine Donovan
Donovan Blatt Realty - Costa Mesa, CA
Broker/Attorney 714-319-9751 DRE01267479 - Costa M

Those who don't understand that they need to serve their clients probably need to be finding a new field of endeavor.

Jan 05, 2010 03:16 PM #53
Rainer
106,527
Marianne Cherico
Interiors by Marianne Cherico - Foxboro, MA
Home Stager -Massachusetts and Rhode Island

Hi Carrie,

I think that your post is very timely. It really seems that the more successful Real Estate Agents are always looking for ways to serve their clients better by "going the extra mile". In a referral based business, it is really important to "wow" the customer with good service and follow through but there are certain things that really can set you apart.

One of the things that savvy agents in the Northeast are offering as part of their marketing plan is a staging consultation and report by a professional stager. It serves many purposes. It wows the Sellers as an extra value added service. Pictures on the internet look better and statistically staged houses sell faster and for more money. Having a report and consultation is an affordable way to achieve these goals and since not everyone is doing it (yet) it really impressses the Sellers (and they tell their friends).

Jan 05, 2010 04:47 PM #54
Rainer
100,401
Dianne Bartlett
Brightside Realty, LLC - Austin, TX

Good post - thanks for bringing up the topic.  Of course we must serve - I totally agree.

 

But, personally, I love to be "sold."  I have found that most people do.  In fact, when I quit "selling" - that's usually when deals fall apart.  When deals fall apart, most people are extremely upset.

 

A huge part of a Realtor's job is leadership.  Leaders are similar to politicians - they "sell" every day.  When selling stops, capitalism grinds to a screeching halt.

 

Just my opinion...

Jan 06, 2010 01:50 AM #55
Rainmaker
354,833
Damon Gettier
Damon Gettier & Associates, REALTORS- Roanoke Va Short Sale Expert - Roanoke, VA
Broker/Owner ABRM, GRI, CDPE

I agree with you 100%!  I have not ever "sold" a home.  I sell service.  Great blog!

Jan 06, 2010 03:22 AM #56
Rainmaker
256,286
Susan Jackson
America's Network Realty Group, Inc - Sandy Springs, GA

Happy New Year to You!

Service is the key.

Jan 07, 2010 03:45 AM #57
Rainer
101,808
Carol Hamilton
Prudential Ambassador - Omaha, NE
Prudential, Real Estate, Omaha, NE

You are so right.  I know I hate to be sold, whether it is for a car or an appliance, so I know my buyers don't want to be sold either.

Jan 07, 2010 05:37 AM #58
Rainmaker
1,607,549
Charles Stallions Real Estate Services
Charles Stallions Real Estate Services Inc - Gulf Breeze, FL
Buyers Agent 800-309-3414 Pace and Gulf Breeze,Fl.

Nothing to add to all the great comments other than to thank you for the post and everyone else for what I learn here in the rain.

Jan 08, 2010 03:13 PM #59
Anonymous
Anonymous

It's the difference between being transaction based and relationship based. 

Jan 08, 2010 10:25 PM #60
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