Are we in Real Estate or Education?

Very well put!

We play both roles, we are teachers while sales people.

I prefer to think I'm educating them and managing their expectations at the same time.  We have to play devil's advocate to truly look out for them at every turn.  Best of luck!

Hello Deb

I have a team of 14 Real Estate agents, and the one thing we all agree on is: we are not  tour guides, and no one gets in our car unless qualified by our Mortgage Broker. If they say that they are already qualified by their bank, we ask them to authorize our mortgage broker to call their bank. Since we implemented this practice about 3 and 1/2 years ago, our conversion rate has tripled. We also found that if a buyer is willing to get qualified, it means that buyer is actually serious about buying; and the second part is exactly what you said, by qualifying, we know what they can afford, and that way we will only show them properties that conforms to their price point. 

Great article and very feature worthy!  I've tried to apply "consultative selling" in my business but it doesn't always work.  Sometimes I need to just sell.  However, there's always the element of education to help guide the decision making process.

Deb - It's so important to educate our clients.  It makes sense, and it empowers our clients.

We all know what happened to those aboard the SS Minnow when they took the 3 hour tour. We are not tour guides and if we take the time to properly educate and prepare our clients, it will make our jobs easier in the long run. If they want to rush and see houses before they are properly qualified, I won't be the one wasting time on them.

Congrats on the feature! Great perspective. I would agree that education is a big part of the home ownership process. Thanks for sharing and have a great weekend.

Deb, loved this.  We stop learning and teaching we should close up shop and get out of the business.  This business changes way to fast to stop learning.

Right on, girlfriend! We teach so that they can make educated decisions not emotional decisions!

Deb:

Educating is one of the important aspects of our job.  I educate sellers extensively, since most haven't sold a property in a long time they need to know all the changes and requirements of selling a home in the litigious state of California.  CAR keeps adding disclosures which must be explained to sellers.  And of course, we have to education them about selling in these days of declining markets.

Though I wear many hats, it seems my primary job is a "Professional Problem Solver"... especially as a Broker Of Record for my company of 19 agents.

Well said Deb.  We are in fact doing our best to educate in a market where there is plenty of mis-information.

Ha!  I also answered both before I got into the crux of the post.  I feel confident that any consumer reading this post will have a smile on their face.  Very nicely articulated, Deb.

These points are ALL on target.  It is so important to educate and qualify the buyer or nine times out of ten, there ends up being many disappointed parties.  Let's give them the education and see if they are able to buy a home or not...then we can begin :)!  Great and well deserved feature :)!

Great blog and so true the best consumer is an informed one :)

Good morning Deb! Here is a great post! I always believe a wisdom that " time is money". Thanks for sharing this excellent post with us!

Have a great day!

I've recently started mentoring new agents in my office and I like the concept of educating the clients so they make objective decisions!