Would you buy a car from them?

Real Estate Agent with Atlanta Communities 303302

Here is an interesting scenario...You wake up today and decide this is the day to go buy a car. You have looked around a bit, but you don't really know enough yet about what you want to purchase, so you decide to hit two dealerships today and look at 2 different cars you are interested in.

You pull into dealer number 1 and you are greeted by a very nice salesperson who seems attentive and asks you about what you are looking for. You respond with several ideas and ask the salesperson about a specific car. The sales person pulls out a spec sheet and reads to you several answers to your questions. You are then taken out to the car and you get inside. You ask the nice sales person how this and that works and they cheerfully say, not sure, lets test it out.

After looking a bit longer you leave to go to the next dealership. There you are greeted by a salesperson just as nice and welcoming as the first. They ask lots of questions about what you are looking for as well. There is a difference though. The salesperson seems to know the answers to your questions as you ask them. No looking up spec sheets. When you ask about seeing the car, you are taken to it and as you sit inside the salesperson reviews with you your needs and suggests 2 other cars they think you might like. You hadn't thought about those choices.

When you ask the salesperson how they know all about these cars, they reply, as each new car hits our lot I read up on them and learn everything I can about them. I then take them out for a test drive so I can relate to my customers how the car feels and acts while driven. I know my inventory.

Impressed, you buy from this knowledgeable salesperson. They know their stuff.

Many Real Estate agents only see homes that are requested by their clients. At den Boer Homes, we preview homes on the market and actually keep notes on the homes we see. That way when a client asks us about an area, we can talk knowledgeably about the local inventory. We believe this is the best way to serve our clients. If you agree that this makes sense, give us a call today and let's discuss your buying and/or selling needs.

Posted by

Peter den Boer, Associate Broker, Realtor

Atlanta Communities Real estate Brokerage


Ph. 770.713.1545



I write about daily life as a Realtor in the Towne Lake Community in Woodstock Georgia.


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  1. Ginger Harper 04/12/2019 08:38 AM
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Bob Betel
Allstar Home Mortgage, Inc. - Sweetwater, TN
President, Allstar Home Mortgage, Inc

Great story!  Knowledge is important, but can also come at a price. The first sales person, sounds like he was new to the business while the second was an old pro.

Consumers need to be more knowledgeable about what they are looking to buy, and how much they are willing to pay for it. People hate the process of buying a car because of the negotiation is harder with an experienced auto salesman. Learning how to negotiate will get you a better deal. One rule I have is to not become friends with the salesman. If they are smiling when you purchase it, you paid too much. Knowledge is key, not only for the salesman, but also for you.

Apr 12, 2019 05:36 AM #18
Richie Alan Naggar
people first...then business Ran Right Realty - Riverside, CA
agent & author

We tend to forget that KNOWING how to apply knowledge is more important......

Apr 12, 2019 06:51 AM #19
Dana Basiliere
Rossi & Riina Real Estate - Williston, VT
Making deals "Happen"

That is a real good analogy.  Whether cars, boats, planes, trains or HOUSES the sales person should know the product inside and out (as best you can).  A taste of the building trades helps too.

Apr 12, 2019 06:01 PM #20
Lottie Kendall
Compass - San Francisco, CA
Helping make your real estate dreams a reality

I like the way you work. Being pro-active is something we should all do to best help our clients.

Apr 12, 2019 06:38 PM #21
Monique Ting
INET Realty Honolulu, HI - Honolulu, HI
Your agent under the sun

Great analogy! It seems that the extra knowledge brings the service to the next level ... we should all strive to provide that to our clients!

Aloha and have a great weekend,

Apr 12, 2019 07:27 PM #22
Vickie Teel
RE/MAX PALM REALTY - Port Charlotte, FL
Sharing Florida sunshine one homeowner at a time!

In this business we are constantly learning whether it's "on the job training" or classroom studies.  It seems almost every day I come across something I didn't know no matter how many years I have worked this business.  Thanks for reminding me that I still need to keep learning every day.

Apr 12, 2019 08:03 PM #23
Diana Dahlberg
1 Month Realty - Pleasant Prairie, WI
Real Estate in Kenosha, WI since 1994 262-308-3563

It's a great Analogy!  Know your Stuff! That's the Key.  I would work with YOU!

Apr 12, 2019 08:46 PM #24
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

I do agree that it makes sense. If I decided to move to your community and look for a home I'd head straight for you!

Apr 12, 2019 09:53 PM #25
Fred Sweezer Sr.
Hud Certified 203K Consultant - Long Beach, CA
Certified Home Inspector

I do that with every inspection! your post tell about your client concerns and needs thanks for the post! 

Apr 13, 2019 01:32 AM #26
John Wiley
Fort Myers, FL
Lee County, FL, ECO Broker, GRI, SRES,GREEN,PSA

It is critical to know the market (product) and be able to converse about it.

The key is getting the customer to talk so you have a starting point to talk about that is meaningful and helpful to them.

We may have more knowledge than the customer is looking for, so we need to be careful not to go overboard. 

Apr 13, 2019 05:24 AM #27
Debb Janes EcoBroker and Bernie Stea JD
ViewHomes of Clark County - Nature As Neighbors - Camas, WA
REALTORS® in Clark County, WA

This is a great way to get this point across - it makes such good sense. Admittedly, we are not able to see "every" new home that hits the market, but in our niche(s) we certainly do. Bravo to your philosophy and practices.

Apr 13, 2019 06:25 AM #28
Carolyn Roland-Historic Homes For Sale In Delaware and S. Chester County PA
Patterson-Schwartz Real Estate - Wilmington, DE
Carolyn Roland, GRI, CRS

I agree with Richie--you not only need to know about the subject, but how to apply that knowledge in a way that will be helpful to the clients.

Apr 13, 2019 06:25 AM #29
Sandy Padula and Norm Padula, JD, GRI
HomeSmart Realty West & Lend Smart Mortgage, Llc. - Carlsbad, CA
Presence, Persistence & Perseverance

Peter den Boer So true in this analogy all you pointed out. Not only should the agent know the home shown, but also ideas on how best to purchase the home.

Apr 13, 2019 06:54 AM #30
Randy Elliott
RE/MAX Gold - Lodi, CA
REALTOR : Lodi / Stockton, CA

Great post with great input, Peter. It's always best to know as much as possible about what you're selling.  

Apr 13, 2019 11:30 AM #31
Bud Rozell, ACI
Good Home Inspection - Dallas, TX
Residential and Commercial Inspections

You are so right, knowledge is power. And good work reaps its rewards.


At the end of the day, we’re all on the same team. We want our client to be happy in the home of choice. We don’t want our client to experience regret, we need our client to remember us positively.

From my place in the transaction, I feel much better about the inspection when the agent (hopefully a Realtor) knows about architecture and its systems, the local geography, the history of the structure, the inspection process overall, my business model, etc. I can sense that our client is more comfortable when the agent is knowledgable, confident and interested.

Invariably every deal doesn’t alway play out. As regretful as it can feel, we all know that’s the nature of our business. Most agents would be surprised to learn how often a buyer will contact me to inspect a second structure with another agent.

Apr 13, 2019 04:18 PM #32
Debra Leisek
Bay Realty,Inc Homer Alaska - Homer, AK

Well said! All salespeople should know their inventory and believe in the product... the rest will follow!  We need to be able to show all the property that fits our clients needs in order to help them find the home or land they want

Thank you!

Apr 13, 2019 11:52 PM #33
M.C. Dwyer
Century 21 Showcase REALTORs - Felton, CA
MC Dwyer-Santa Cruz Mountains Property Specialist

As someone who has scheduled in property tours on Tuesday and Thursday every week, I respect your value added proposition.    Thanks for the post - great title and analogy.

Apr 14, 2019 09:05 AM #34
Mary Hutchison, SRES, ABR
Better Homes and Gardens Real Estate-Kansas City Homes - Kansas City, MO
Experienced Agent in Kansas City Metro area

When I am dealing with a sales person, I am very aware of their approach, knowledge, sincerity, etc.  

Apr 14, 2019 02:19 PM #35
Lise Howe
Keller Williams Capital Properties - Washington, DC
Assoc. Broker in DC, MD, VA and attorney in DC

I just got a new car - it was a bit of a nightmare of time spent waiting around for what I never did understand! and I knew what I wanted and where I wanted to buy it - 

Apr 15, 2019 05:33 AM #36
Kimo Jarrett
WikiWiki Realty - Huntington Beach, CA
Pro Lifestyle Solutions

Knowledge is useless unless it's used effectively. Delivering it concisely and in logical sequence so it's easy to comprehend while providing the benefits and solutions is the primary factor IMO that determines a successful transaction. 

BTW, buying a car is easier than buying real estate and certainly doesn't take as long, don't you agree?

Apr 15, 2019 10:00 AM #37
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Peter den Boer

MBA,GRI, Associate Broker, Realtor
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