A dear friend of mine, and a fellow Realtor was in town over the weekend. She is a determined person who has faced a lot of personal challenges over the years with quiet resolve and dignity. Since we haven’t seen each another for seven years, we spent Friday night sitting on my couch, drinking a good bottle of wine and catching up. Once the, “How are the kids, parents and mutual friends,” questions were answered, we turned to the topic of Real Estate.
Her market is depressed in pricing, but active in new buyer and investor sales. Often she spends weeks working to close $80,000 to $120,000 properties. In one discussion, she looked at me intently and said, “I’m not afraid to change or learn new things, I figure I just have to go where the market leads me.” The market has led her to specialize in HUD Homes and she has a solid understaning of 203k loans, and how to get them done. As a naturally generous human being, she now shares her expertise with some of the other agents who work at her brokerage, “Who knew I’d become the expert in my office?” she marveled.
As we compared successes and failures, moments of triumph and discouragement, we learned that we have a big theme in common – our commitment to our clients. No matter what the outcome. “They are gold,” she said, “I bend over backward for my clients.” And guess what? No big surprise here, she gets most of her business from referrals.
Are there any new revelations here? No, just a few reminders that the trick to this market is your adaptability. It’s important to learn new things, to figure out your area of expertise and become the “pro.” You can’t be ALL THINGS to ALL people. If you’re still trying to sell and market to everyone, you’re missing the biggest opportunity. Where has this market led you? Find your niche, focus your marketing and they will come.
And when they do call you, value their business and treat them with the respect they deserve. You don’t always have to agree with them or solve all of their problems – just do the best job you can,and treat them the way "you would want to be treated. Most will respond by being loyal and referring others to you.
Also, be generous. If you’re lucky enough to become the office expert, share tips and advice when agents come to you for guidance. You don’t have to give away all your secrets, but there’s no harm in pointing people to the right resources. After all, being a good Realtor is first and foremost about being a “good person.” And sometimes, a dear friend.
Debb Dodges Raindrops, Loves her Friends and Sells Real Estate in Clark County Washington
