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Planning for Success: 🎵Who Are You?🎶

By
Real Estate Agent with Big Block LPT Realty 858.232.8722 CA BRE# 01261476

You'd better decide who you are...
because clients do not need traditional sales people today.

WHO ARE YOU-Tribute to... - WHO ARE YOU ...
Planning for Success: 🎵Who Are You?🎶
(Contest Week 4 / Entry #4)

"Tell me, who are you? (Who are you? Who, who, who, who?)
'Cause I really wanna know (who are you? Who, who, who, who?)"

~ Pete Townsend & The Who

Decide Who You Are: The Evolution of Real Estate Professionals

In today's real estate landscape, it's crucial to recognize that clients no longer need traditional salespeople. With the rise of online resources, they can effortlessly browse properties on various free platforms, explore virtual 3-D tours, and access valuable information about neighborhoods, schools, demographics, and market comparisons — all from their own homes.

So, why do clients still need us, and what role do we play in their journey?

The Value of the REALTOR®

Clients turn to us because we are REALTORS® — their expert guides throughout the complexities of real estate transactions. We bring invaluable local knowledge, serve as trusted advisors, and act as the essential frontline for interpreting, educating and navigating the data. Our skills in problem solving, negotiations and legal protection are unmatched; there's no app for what we do - none that can replicate what we offer when we embrace our roles with excellence.

Navigating the Information Overload

As Brian Buffini of Buffini & Company wisely states, “The public is drowning in information and starving for wisdom.” In an age where data is abundant, our role transcends mere information provision. We must curate this information into actionable insights, guiding our clients toward informed decisions.

perience — the kind that inspires clients to brag about us and refer others.

 

Emphasizing Relationships Over Transactions

When planning for success in our careers, it’s essential to establish our roles as relational figures-not transactional. Our approach should focus on building connections through consistent, thoughtful questioning and active listening. By being present and nurturing relationships with all clients — past (sold), present (active), and future (prospects) — we position ourselves not just as real estate agents closing deals, but as trusted advisors for those we serve. This is how we close deals with advocates that refer us to their family and friends.

While commission checks are important for meeting immediate financial needs, cultivating a network of advocates leads to long-term stability and growth. These relationships create a recession-proof business while we're active, then a valuable equity in our business, facilitating a saleable database when we wish to exit. Unless you own a commercial building or a proprietary system or software, your only saleable equity is the quality of your database.

To achieve this, we must prioritize understanding our clients’ needs over our own. Customer service is a department, but hospitality is an ex

Preparation for Success

Before diving into the "how-to" of planning for success, as discussed in my previous posts on the topic for this contest (hyper-linked below), we must first prepare ourselves for how we show up in serving our clients and executing our business plan. The mindset we adopt and the relationships we foster are foundational to our success.

Want to be unique? - Commit to embodying the expertise, hospitality and support our clients seek, ensuring that we remain invaluable in an ever-changing and competitve market.

 

Planning To Unlock Your Potential: Overcoming Ignorance
and Neglect (Entry #1)

Planning for Success Make Room For Miracles (Entry #2)

Planning for Success:Habit Stacking& Environment (Entry #3)

Posted by


Thomas J. Nelson
REALTOR®, CRS, RCS-D, CDPE, e-Pro, Certified Military Home Specialist, Luxury Home Specialist, Author, Keynote Speaker and  Podcast Host 

Serving Coastal San Diego from Carlsbad to Coronado, Downtown, Balboa Park Area,
La Jolla/UCSD & Mission Bay Park Areas
I Offer Rebates to Veterans
& Active Duty

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Search For Homes

(858) 232-8722
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RCS-Divorce     Southern California Chapter of Certified Residential Specialists (CRS)

 
 
Disclaimer:  Nothing in this blog article is to be construed as legal advice, tax advice, medical advice or financial advice.  For legal advice see an attorney.   For tax advice, health or financial advice see a tax attorney, certified public accountant, or other qualified professional.
Show All Comments Sort:
Carol Williams
Although I'm retired, I love sharing my knowledge and learning from other real estate industry professionals. - Wenatchee, WA
Retired Agent / Broker / Prop. Mgr, Wenatchee, WA

Hi Thomas,
We ARE all drowning in information and much of it isn't even accurate. Most of what is true, is so generalized it has no relevance to our local markets. It reminds me of my old tag line: "Information is FREE. Knowledge, Experience, and Integrity Are Priceless"

Jan 25, 2025 07:50 AM
Thomas J. Nelson, REALTOR ® CRS,ABR,PSA,RCS-D, CFSP

So true Carol Williams - I hope you're back to health and have happy weekend!

Jan 25, 2025 07:59 AM
Carol Williams

I'm feeling much better, Thomas J. Nelson, REALTOR ® CRS,ABR,PSA,RCS-D, CFSP. I even signed up to play golf tomorrow. We'll see how that goes after a 3 week layoff.

Jan 25, 2025 08:53 AM
Will Hamm
Hamm Homes - Aurora, CO
"Where There's a Will, There's a Way!"

Hello Thomas and thank you for sharing your great blog with us here in the Rain.  This is another great one from you.

 

Jan 25, 2025 10:01 AM
Anna "Banana" Kruchten
Retired Broker/Owner - Phoenix, AZ
602-380-4886

Thomas as you well know it's been about strong relationships and 'being' the source of knowledge for many,  many years.  It didn't matter what was out on the web, my folks knew who to call that they trusted for expert advice and knowledge. Banana!

Brain B has been spot on since I first went to one of his first seminars when he was with Joe Stump?  That's a long, long time ago!

Jan 25, 2025 10:27 AM
Thomas J. Nelson, REALTOR ® CRS,ABR,PSA,RCS-D, CFSP

Yes indeed! And yes, Brian got his start with Joe Stumpf and they both got their basics from...🥷🏻Larry Kendall's Ninja Seling!

Jan 25, 2025 01:19 PM
Anna "Banana" Kruchten

Yup I was a Ninja as well!  They fit perfectly together.  And thanks for that correct spelling of Joe's last name!  What did Joe go on  to do?

Jan 26, 2025 10:03 AM
Don Baker
Lane Realty - Eatonton, GA
Lake Sinclair Specialist

I am in corrections and only work real estate when my wife's business demands it in high traffic days.  But I know when they find that house and are ready to move forward they will have the best of the best helping them navigate.  And I've explained this to lots of folks who then are now the people who refer her to others.  

Jan 25, 2025 11:07 AM
Lew Corcoran
Better Living Real Estate, LLC - East Bridgewater, MA
Expert guidance. Exceptional results.

Thanks for this thought-provoking piece, Thomas J. Nelson, REALTOR ® CRS,ABR,PSA,RCS-D, CFSP! You really hit the nail on the head about the importance of evolving our roles in real estate and prioritizing relationships over mere transactions—it's such a refreshing perspective!

Jan 25, 2025 12:18 PM
Kathy Streib
Cypress, TX
Home Stager/Redesign

Hi Thomas- great post. It's important to decide who you are and what you represent to your clients. Then...be that person. Establish a relationship based on trust. You're not selling shoes!

Jan 25, 2025 05:54 PM
Dorie Dillard Austin TX
Coldwell Banker Realty ~ 512.750.6899 - Austin, TX
NW Austin ~ Canyon Creek and Spicewood/Balcones

Good evening Thomas,

You are so right people are drowning in data and information and now are hungry for wisdom! They are looking for a trusted advisor.  I know I am the trusted resource which is how I close close deals with clients that refer me to their family and friends.

Jan 25, 2025 05:54 PM
Paddy Deighan MBA JD PhD
http://www.medicalandspaconsulting.com - Vail, CO
Paddy Deighan J.D. Ph.D

I enjoyed the post...philosophical and business oriented!!

Jan 25, 2025 08:15 PM
Aura Alex
Seattle, WA
Retired Real Estate Pro

Hello Thomas,

Relishing the cream of the crop. Your posts for the January Challenge were a delight to behold. Congratulations on a job well done!

FEATURED in the Old Farts Club.

Jan 26, 2025 11:29 AM
Thomas J. Nelson, REALTOR ® CRS,ABR,PSA,RCS-D, CFSP

Wow! Thank You for saying so.
I have one more coming this week - 5 weeks, 5 entries.😉

Jan 27, 2025 11:08 AM
Dr. Paula McDonald
Beam & Branch Realty - Granbury, TX
Granbury, TX 936-203-0279

An excellent entry, Thomas. And yes, that Buffini quote is sensational. Well done!

Jan 26, 2025 06:31 PM
Thomas J. Nelson, REALTOR ® CRS,ABR,PSA,RCS-D, CFSP

Ah, Thank You so  much, this contest has been a lot of fun to write for, and I appreciate your kind encouragement!

Jan 27, 2025 11:06 AM
Leanne Smith

Agreed about the Buffini quote

Feb 01, 2025 03:34 AM
Ed Silva, 203-206-0754
Mapleridge Realty, CT 203-206-0754 - Waterbury, CT
Associate Real Estate Broker

We are the Rossetta stone of real estate, and it is our duty to use our expertise and skills to help clients decipher the crap they read on the web

Jan 27, 2025 05:11 PM
Thomas J. Nelson, REALTOR ® CRS,ABR,PSA,RCS-D, CFSP

Nice reference Ed Silva, 203-206-0754You've sparked the history enthusiast in me! Indeed, we are the interpreters of information, using our insights to serve our clients' best interests.

Jan 27, 2025 05:50 PM
Leanne Smith

Love that analogy about the Rosetta stone. Thank you.

Feb 01, 2025 03:34 AM
Wayne Martin
Wayne M Martin - Oswego, IL
Real Estate Broker - Retired

Good morning Thomas. The only thing your competition cannot duplicate is you! So you must demonstrate your "wisdom" so customers know you are the lifeguard in the pool of knowledge. It's a wake-up call. Enjoy your day.

Jan 28, 2025 05:31 AM
Pete Cullen CRS/GRI/SRES /e-Pro/AHWD/ABR/CFSP
Bailey Properties, Inc. - Santa Cruz, CA
Serving Santa Cruz & Coastal Monterey Counties

Thank you Thomas!   Clearly defining and articulating our value proposition is key to thriving in the new Real Estate landscape ...   Time to double down on training and practicing our craft ...  As Brian Buffini's good friend and business associate Joe Niego reminds us,

"It's the skills that pay the bills!"

Here's to a Fabulous February and a Terrific 2025 !!!

Jan 31, 2025 06:57 AM
Leanne Smith
Dirt Road Real Estate - Golden Valley, AZ
The Grit and Gratitude Agent

Apologies for the lateness of this response.  I love the title because when I hear that song (one of my favorites) by the Who many of your points are repeated in my thoughts.  Congrats on the well deserved feature.

Feb 01, 2025 03:33 AM