Maybe I'm so successful because I'm sooooo good looking!

Real Estate Broker/Owner with Tutas Towne Realty, Inc and Garden Views Realty, LLC BK607690

 What sets you apart from other Realtors in your area? Why would the consumer choose to work with you instead of your competition? Once you have their business, what do you do to keep it? I've been asking myself these questions this week. Why? Well I'm curious as to why I am so successful in what I do. I don't have an office. I work by myself. I'm not that smart. I don't have some extraordinary marketing plan that miraculously gets my listings sold. In fact I do very little marketing at all. Almost all of my marketing is geared towards getting business, not selling houses. So what it is? What's the x factor? So let's see what I can come up with as I explore these questions.

First. What sets you apart from other Realtors in your area?

  • Longevity. I have been in my farm area for 12 years. My longevity has proven to potential customers that I'm not going anywhere. Just the fact that I have been doing this for 12 years shows them I am not a fly by night Realtor. I have staying power.
  • Persistency. My farm area sees my face everywhere. I have consistently advertised in the same couple of local papers for 12 years. My farm area sees my ads every month and have for 12 years.
  • Name recognition. I get great word of mouth and referral business. My reputation is very good. I have lots of signs in the ground. My farm area is constantly getting post cards and letters from me.

Secondly. Why would the consumer choose to work with you instead of your competition?

  • Honesty. I think this is one of the biggest things. Folks know I will tell them what they need to hear. I never underestimate my Sellers. I lay it on the table. I give them the facts about what their house will sell for. Sellers are not stupid. They know what their house is worth. They just need someone that's willing to reiterate it.
  • Confidence. I have a lot of confidence in what I do. When I am talking to potential customers I talk with authority. They trust what I am telling them about pricing and market conditions. Folks can tell when you are faking it and they know I'm not.
  • Market knowledge. I know my market inside out. I know what's on the market. I know what has sold recently. I know the color of the carpet in the house for sale down the street. I spend about 1 to 2 hours a day, everyday, studying the MLS listings in my area. This is a practice I started 12 years ago and I have done it ever since.
  • Likeability. Another very important one. The fact is people work with who they like. I truly like people and enjoy talking with them. I want them to feel at ease. If you can accomplish this your business will soar. But again people can tell if you are faking it. It must be genuine.

And lastly. Once you have their business, what do you do to keep it?

  • Communication. This one is actually the easiest but seems to be the one that a lot of Realtors neglect. Constant communication. You must communicate with your customers constantly, as in everyday, if necessary. My goal, always, is that when my sign goes up, it does not come down, unless I am on my way to closing. I don't care if it takes 2 years, I am keeping the listing. The bottom line is, if you sell their house you are golden, if you don't sell their house you are mud. Nothing else matters. You must have a successful closing no mater what it takes. Everything else you do, depends on this. Successful closings mean repeat business, great word of mouth, referrals, credibility and builds your reputation as the guy that gets the job done. If you are not 100% confident, that you can sell the listing, then don't take it. Ever. As in never, no way, see you later. Its easy. Just say, "I would rather turn you down now than let you down later." NEXT!

OK, there it is, my self analysis. If you have never done this it is a very good exercise. You need to know these things. Your answers may be completely different than mine but that's OK. The point is you need to ask yourselves the questions and know the answers. It helps you to focus on what it is you do. If you are lacking in any area then you will know what to work on.

Of course in retrospect, maybe I'm successful because I'm sooooooo good looking. Yea, that's it!

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 Tutas Towne Realty, Inc handles Florida real estate sales, Florida short sales, Florida strategic short sales, Florida pre-foreclosure sales, Florida foreclosures in Kissimmee Florida Short Sales, Davenport Florida Short Sales, Haines City Florida Short Sales, Poinciana Florida Short Sales, Solivita Florida Short Sales,  Orlando Florida Short Sales, Celebration Florida Short Sales, Windermere Florida Short Sales. Serving all of Polk, Osceola and Orange Counties Florida. Florida Short Sale Broker. Short Sale Florida.

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Comments (47)

Nick M.
Certified Residential Appraiser- West Palm Beach Real Estate - West Palm Beach, FL
Realtor-Appraiser in West Palm-South Florida Real Estate Appraiser

i enjoyed this post. looks like the basics and the foundation. I'll print it and keep it handy. good stuff. nice thoughts..

as far as the new pic. B&W rules. i like it.. the softness of no direct light makes for NO shadows. good move.  But the difference in tones (from the light areas vs shade from the tree) across your face take away from the 'goodlookingness'.
BTW, did you loose some weight recently?

Nov 25, 2006 03:17 AM
Jeff Corbett
BoomTown - Charleston, SC
Great post and pic BB...although you had me before the glamor shot :)
Nov 25, 2006 05:13 AM
Eddy Martinez
Nationwide Funding Group - Highland Park, CA
great blog bryant, what sets me apart from others is the speed at which i close with and the honest i set forth prior during and after the transaction. By the way you and TLW are quite the lookers :)
Nov 25, 2006 07:23 AM
Mary McKnight
Sacrilicious Marketing - Orlando, FL
BB, what a great picture.  You were holding out on me. OK, Mister, fork over that image for your website!
Nov 25, 2006 08:12 AM
Adam Tarr
MavRealty - Phoenix, AZ
PC -GRI, ABR, CDPE, RSPS, ePro - Designated Broker

Ok, My partner is very attractive.  So, if we're successful, does that mean she'd be super successful without me?  lol


Nov 25, 2006 08:30 AM
Netta Blackwood
La Rosa Realty - Kissimmee, FL
REO/BPO Expert

I don't think there is anyone here in your service area who does not know of Tutas Realty.  I've seen your signs all over the place.  Naturally, you've been doing something right all these years to survive this long!  Keep up the good work!

Nov 25, 2006 09:20 AM
"The Lovely Wife" (Broker Bryantnulls Wife) The One And Only TLW.
President-Tutas Towne Realty, Inc. - Kissimmee, FL
Mary...I'll take care of everything on Monday...Have just a few more things to do...TLW...ROAR!
Nov 25, 2006 09:56 AM
Gabriel Silverstein
Angelic Real Estate, LLC - New York, NY
I still liked the old ActiveRain picture, though, Bryant - that was even better looking!
Nov 27, 2006 12:31 AM
Barb & Jennifer White
Re/Max Xecutex - Centreville, VA

Great Post!!

I think now the year has come to an end, and people start making New Year resolutions and goals, this is great time to reevaluate us.  We must know why the prospects should buy us over others.  People buy differences over similarities, what is our purple cow?

Thanks, We are also bunch of good-looking team  :) LOL


Nov 27, 2006 01:17 AM
Heather Saul
Weichert Realtors Hoey Group - Wildwood, NJ
Great post.  The tips are very helpful for all of us new agents.  Thanks again.
Nov 27, 2006 01:28 AM
Ann Guy
NA - Allentown, PA

Did TLW sneeze? (Seinfeld reference)

Knowledge, communication, , honesty, persistency...oh please.  That has nothing to do with success.  It's because you are soooo goodlooking. 

As usual, great information!

Nov 27, 2006 08:21 AM
raman kandola
kandola mortgage services - San Jose, CA

   Broker Bryant,

     I have learned a lot of things from you.  tx.

Dec 04, 2006 12:29 AM
William Collins
ERA Queen City Realty - Scotch Plains, NJ
Property and Asset Management


Thanks for the post. Great footprint to be modeled for success!

Jan 30, 2007 10:03 PM
Ann deVane
john greene, Realtor - Naperville, IL
Naperville Real Estate, GRI, CNC, CSC, ePRO

I think you nailed it when you said you have to GENUINELY like people.  They can sense if they're a dollar sign or a real person.

Great post.

Feb 28, 2007 02:00 PM
BB, you mention a "Farming letter" you use.  I am a huge fan of you FSBO and Expired letters.  Is it a possibility to share the letter you use for farming?  I sent out a somewhat generic letter to 500 people and got a ZERO response.  how long should I wait between a second mailing?  I was planning on waiting a month. 
Mar 24, 2007 01:33 AM
Bryant Tutas
Tutas Towne Realty, Inc and Garden Views Realty, LLC - Winter Garden, FL
Selling Florida one home at a time
Actually the only letter I send out is my expired letter. For farming I use jumbo post cards.
Mar 24, 2007 11:56 AM
Lisa Hill
Florida Property Experts - Daytona Beach, FL
Daytona Beach Real Estate

I'm following your links back from your most recent post. Your title is hilarious, but totally true, obviously.

yuck yuck

May 19, 2007 08:00 AM
Bill Saunders, Realtor®
Meyers Realty - Hot Springs, AR

Yep, post is years old, but I'm glad I am finding it. As always, good stuff!

Thanks, BB

May 28, 2009 12:35 AM
Lisa Hill
Florida Property Experts - Daytona Beach, FL
Daytona Beach Real Estate

HAHAHAH! I just commented on you post about your seller disguising his voice, and of course I had to click on the "really good looking" link. This is all I get? Psh! lol

Dec 26, 2009 03:43 PM
Christine Donovan
Donovan Blatt Realty - Costa Mesa, CA
Broker/Attorney 714-319-9751 DRE01267479 - Costa M

BB - I just had to see what you had to say.  Communication is most consumers biggest complaint about real estate agents.

Oct 30, 2012 02:53 PM