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