RE Consulting: "Sounds Interesting, But It Will Never Catch On..."

Education & Training with Sell with Soul

Real Estate Consulting (as defined by ACRE, the Accredited Consultant in Real Estate Designation):
1.To take a consultative approach (as opposed to a sales approach) when working with clients; and
2.To offer choices in the services provided and how those services can be paid for.

As the recently-anointed Commander in Chief of the ACRE program, it falls upon me to spread the word about the real estate consulting movement, at least as far as ACRE is concerned, and to help people understand what consulting is… what it isn’t… and why it’s cool ;-]

Which, of course, I believe it to be. Cool, that is. In fact, I think the concept of real estate consulting is incredibly cool. If I didn’t think that, I wouldn’t have agreed to take over the ACRE program from founder Mollie Wasserman and make it a part of the SWS empire.

But not everyone agrees with me about the coolness of consulting! In fact, many of the people I talk to about consulting in general and the ACRE program specifically seem downright skeptical that real estate consulting is a viable business model, and certainly nothing that would work for them, although most say that it “sounds interesting in theory.” 

When I press them to tell me why they think consulting is “interesting only in theory,” I typically get one (or two) versions of these seven objections:

“It sounds interesting, but…Consulting

my broker will never go for it.”

it will never work in my market.”

why would someone pay me to do what everyone else does for free?”

…why would I want to make less money?”

…charging upfront fees is illegal in my state.”

…prices are too low in my market to make charging fees viable."

…I like working on commission."

All reasonable objections, on the surface! After all, if you believe that your broker won't "let" you consult; if you're sure that you'd make less money as a consultant or you've heard that offering compensation options is illegal in your market, then I can certainly see why you might think consulting isn't for you.

But I'll tell ya what... if the concept of real estate consulting DOES sound "interesting in theory" to you... give me the opportunity to discuss each of the above objections and THEN decide if consulting might be something that's not just "interesting" but 100% doable!


Stand by for further discussion!

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Ray Roman
Ray Roman Realty - Kingfisher, OK

The thing is it does work at least in my market. As I Broker I chose to offer Consulting Services as well as traditional commission based real estate services. I also require my agents to take the ACRE course. Whether they choose to offer consulting or not is up to them but at least they know about it.

The course especially the worksheets helps them understand the value of time and just how much their work-hour is worth. That in itself is a good business exercise. 

We have had good success with consulting services and will continue to offer them. For us it's another arrow in our quiver that helps us give our clients a choice.


Ray Roman, Broker

Ray Roman Realty 

Sep 10, 2012 11:26 PM #1
Rob Arnold
Sand Dollar Realty Group, Inc. - Altamonte Springs, FL
Metro Orlando Full Service - Investor Friendly & F

What is the difference between being a real estate consultant and being a regular real estate broker or a real estate attorney? 

Sep 10, 2012 11:34 PM #2
Kim Peasley-Parker
AgentOwned Realty, Heritage Group, Inc. - Sumter, SC

The consulting sounds very interesting and I have just started reading a book about it.  Need to keep studying up.  

Sep 10, 2012 11:38 PM #3
Than Maynard
Coldwell Banker Heart of Oklahoma - Purcell, OK
Broker - Licensed to List & Sell - 405-990-8862

Would be nice to get paid for all the free 'consulting' we do on a regular basis.

Sep 11, 2012 05:20 AM #4
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Than - It can be done! Or at least, some of it. I have no problem demonstrating my competence and expertise by providing "free" advice, but there are so many ways to provide additional value to potential clients and charge for your time... if you have the business model in place to accommodate it. 

Kim - What book are you reading? 

Rob - See the definition in the blog - incorporating consulting (as we define it at ACRE) simply means that you offer more choices to clients in the services they receive and how they pay for them. And of course, that you approach your clients from a consultative mindset, not a sales mindset ;-]

Ray - Excellent!

Sep 12, 2012 11:13 PM #5
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Here is the first segment in the series of "Real Estate Consulting - Sounds Interesting, But It'll Never Catch on" - "My Broker Will Never Go For It!"

Sep 17, 2012 11:04 PM #6
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Here's the second installment - "... It will never work in my market!"

Sep 25, 2012 11:06 PM #7
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul
Oct 08, 2012 09:25 PM #8
Gita Bantwal
RE/MAX Centre Realtors - Warwick, PA
REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel

It sounds interesting. I will discuss it with my Broker.

Oct 08, 2012 09:28 PM #9
Gary L. Waters Broker Associate, Bucci Realty
Bucci Realty, Inc. - Melbourne, FL
Fifteen Years Experience in Brevard County

This sounds interesting. Got me curious...let the research begin! Thanks.

Oct 08, 2012 09:43 PM #10
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