Educating and Selling. Why One Always Makes the Other Easier.

By
Real Estate Agent with Coldwell Banker 69190

Blythewood, SC Homes for Sale  When I was in high school, I thoroughly  enjoyed playing basketball. One day while playing in the gym a P.E. teacher asked if I would be willing to tryout for the school team. I did make the team and I did play all 4 years in high school, but it was a rocky start for me to say the least. I was very good at shooting and very good at pick up games with my friends, but as far as the true sport itself was concerned, I didn't really know that much.

The coaches had to teach me that when playing defense, you always stop the ball first and that if you are an off the ball defender, you deny the ball and always remain between your man and the basket. I learned this lesson the hard way as I was a forward and kid that had been playing for many years scored about a 100 points on me during my scrimmage at tryouts. I wasn't lazy or dumb, but I was uneducated as far as the formal sport was concerned. I had to be taught how to really play the game and how to play it correctly.

Blythewood, SC Homes for Sale  So what on Earth does this trip down memory lane have to do with real estate? Well you see, when it comes to real estate and buying or selling homes, these days I am more like the coach than the player. I come across a lot of people in this business who know that they want to buy or sell a home and they have a general concept of what it takes to accomplish the task, but they are missing some of the formal education that goes along with being successful in the process.

  A buyer may know that they need a mortgage to purchase a home if they do not have cash, but they may not know that getting a pre-approval upfront, before looking for a home makes the process faster and easier. They may not realize that this will tell them exactly what they can afford so they are not spinning their wheels looking at and falling in love with homes outside their range. The buyer may not realize until we coach them that they need the pre-approval letter to submit with all offers in order for teh offer to be considered and that homes are moving so fast at the moment that in the time it takes you to get a letter after you find a home you like,  another already pre-approved buyer can beat you to the punch.

Blythewood, SC Homes for Sale  Sellers may realize that cleaning their house and putting a sign in the yard will help the selling process. They may not however realize until you coach them to do so, that decluttering, depersonalizing, making sure paint and permanent selections in the home are neutral, staging, and correct pricing are essential to success in most any market. Making sure everything is done upfront, before the house hits the market is key. And it is our job educate our clients on the process.

 And why does educating our clients matter so much to us? Well, that's easy, an educated client that understands the process is always easier to work with. If they understand not only what we are doing, but why we are doing it, then they can comprehend how it benefits them. In the end we both want the same thing, to help our buyers find and close on a home that they want and to help our sellers close on their house with a new buyer. Just like a team, if we educate our clients on what to do and why, then we can work together to accomplish those goals.

 

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Re-Blogged 1 time:

Re-Blogged By Re-Blogged At
  1. Debbie Reynolds 03/29/2018 05:57 PM
Topic:
Real Estate Best Practices
Location:
South Carolina Richland County Blythewood Longcreek Plantation
Groups:
Realtors®
The Art Of Marketing You
M.A.N.C.R.O.W
Bananatude
Bartender, Make it a Double
Tags:
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advice for realtors

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Rainmaker
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Susan Haughton
Long and Foster REALTORS (703) 470-4545 - Alexandria, VA
Susan & Mindy Team...Honesty. Integrity. Results.

I have said for years we are not really selling anything (well, maybe ourselves), but rather, educating folks and disseminating information so they can understand the market and the process.  Excellent post!

Mar 29, 2018 01:14 PM #1
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Chris Ann Cleland
Long and Foster REALTORS®, Gainesville, VA - Bristow, VA
Associate Broker, Bristow, VA

Educating our clients is what we do everyday if we want to be truly successful in this business.

Mar 29, 2018 01:47 PM #2
Rainmaker
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marti garaughty
garaughty.com - Montreal, QC
a highly caffeinated creative type...

marti garaughty, abstract art, graphic design, marketing, WordPress consultant

Mar 29, 2018 03:30 PM #3
Rainmaker
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Myrl Jeffcoat
GreatWest Realty - Sacramento, CA
Greater Sacramento Real Estate Agent

I agree with your statement that an educated client is always easier to work with.

Mar 29, 2018 04:20 PM #4
Rainmaker
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Susan Haughton
Long and Foster REALTORS (703) 470-4545 - Alexandria, VA
Susan & Mindy Team...Honesty. Integrity. Results.

Congratulations!  You have been featured in Bananatude!

Mar 29, 2018 05:13 PM #5
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Debbie Reynolds
Platinum Properties - Clarksville, TN
Your Dedicated Clarksville TN Real Estate Agent

Buyers these days are extremely informed to the point of wanting to be the conductor of the transaction. We need to explain all the roles.

Mar 29, 2018 05:56 PM #6
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Margaret Rome, Baltimore Maryland
HomeRome Realty 410-530-2400 - Pikesville, MD
Sell Your Home With Margaret Rome

Just saw this on  Debbie Reynolds reblog...

Love the analogy between RE and playing on a basketball team...especially...

" an educated client that understands the process is always easier to work with. "

Mar 29, 2018 06:23 PM #7
Rainmaker
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Sally K. & David L. Hanson
EXP Realty 414-525-0563 - Brookfield, WI
WI Realtors - Luxury - Divorce

Understanding the process leaves fewer surprises and less miscommunication.

Mar 30, 2018 02:14 AM #8
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Debb Janes EcoBroker and Bernie Stea JD
ViewHomes of Clark County - Nature As Neighbors - Camas, WA
REALTORS® in Clark County, WA

So true, JL. Good analogy - and knowledge is power. It may take a bit of extra time to fully educate our clients - but it sets expectations and makes life so much easier for them - and us. D 

Mar 30, 2018 09:33 AM #9
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Kathy Streib
Room Service Home Staging - Delray Beach, FL
Home Stager - Palm Beach County,FL -561-914-6224

Hi JL- you are on point with this one. The better educated your buyers or seller are, the more that you prepare them for the process and what to expect, the easier the process becomes. 

Mar 30, 2018 06:26 PM #10
Rainer
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Jackie Adams
Idaho Falls, ID
Jackie Adams

The heart of a teacher.

Mar 30, 2018 06:41 PM #11
Rainer
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Donna Bruno
Coldwell Banker Real Estate - Briarcliff Manor, NY
Field Instructor For Coldwell Banker Res Brokerage

This is such a great article. Not only is educating the seller and buyer important; educating our agents on how to educate their clients is critical to everyone's sucess.I'm fortunate that I get to do that everyday.Great article JL!

Mar 31, 2018 06:14 AM #12
Rainmaker
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Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Everything is easier - for agents and for clients - when people know what they're doing and how to do it. The same could be said for most things in life.

Mar 31, 2018 12:20 PM #13
Rainmaker
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John Wiley
Fort Myers, FL
Lee County, FL, ECO Broker, GRI, SRES,GREEN,PSA

You stated that you felt more like a coach than a player.

That, in my opinion, is a more proper approach.

People do not like salespeople.

They are looking for someone to guide them through a process that ultimately solves a problem they have.

Just as in basketball, there are players who think they know every detail, but only a coach can view them in the light of truth.

Mar 31, 2018 01:33 PM #14
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Kimo Jarrett
WikiWiki Realty - Huntington Beach, CA
Pro Lifestyle Solutions

Champions have instinctive qualities, yet still need a mentor to educate, prepare and train them to be future champions. Unlike some sports where physicality is important, sales aren't one of them. So, a very informative and instructive post, all of which, I totally agree. Great post.

Mar 31, 2018 04:28 PM #15
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Jeff Dowler, CRS
Solutions Real Estate - Carlsbad, CA
The Southern California Relocation Dude

Hi JL

This is a terrific analogy! Education is such a key component of a successful real estate transaction, no matter how experienced the buyer or seller may think they are.

Jeff

Apr 02, 2018 11:30 AM #16
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Mary Hutchison, SRES, ABR
Better Homes and Gardens Real Estate-Kansas City Homes - Kansas City, MO
Experienced Agent in Kansas City Metro area

I often take the 'educating' approach, especially with first time buyers.  MOst of them know nothing about the process--and also don't know what questions to ask!  Explaining the process and reasons behind it -- very valuable.

Apr 02, 2018 11:53 AM #17
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JL Boney, III

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