Are Realtors and loan officers worth their commissions??? PART 2

I ended Part 1 with a question... how can consumers make sure they are working with a true sales professional and a Realtor/lender that's worth their commission?  This question should be foundational for consumers that are in the process of shopping for a home or interest rate.  Simply calling around and asking for rates or calling a Realtor who has a home listed that you like might not be the best way to get the service and terms you want!

Below I will list a few simple ideas that I think would help consumers to make the right choice in picking their professional.  Please feel free to post additional ideas!

#1.  True sales professionals aren't defensive!

When you have your first contact with a sales professional it is typical to ask a few questions about that person's credentials and experience.  If the sales professional hesitates or gets defensive - MOVE ON!  A real pro knows that a buyer would rather deal with someone professional and polite than someone with 30 years of experience.  Experience is great, but attitude is king! 

#2.  True sales professionals have a process!

You should feel as though the Realtor / Loan Officer has a process for moving forward.  If a Realtor is ready to drive by and pick you up in 10 minutes.... I am feeling a little nervous!  If the loan officer is quoting rates and payments without knowing what loans you might qualify for.... I am running out the door!!

Prescription without diagnosis is MALPRACTICE!

#3.  True sales professionals are educators!

You should know more about the process every time you speak with your Realtor / Loan Officer.  A true professional doesn't win sales with pressure, they earn sales through educating.  This doesn't mean they talk you to death with piles of data... quite the contrary!  They engage the customer with the right questions about his/her specific situation and help the customer uncover the most important concerns they have about the transaction.  Then once questions are answered clearly, the customer should feel confident about his/her decision.

I hope these ideas help.  I would love read some different thoughts about how to find a great professional... Please post your ideas or questions!