Real Estate Agents Ask... "How do I...?" Ask ye-self first!

Education & Training with Sell with Soul

Every day, every hour, someone posts a blog on AR or a question on a forum asking "how to" do something.  How to... approach a FSBO? How to... better market a listing? How to... target first time buyers? How to... persuade a seller to reduce his price? Etc. etc. etc.

Good questions, all. Deserving of answers.

However, I believe that in most cases, the answers are within ourselves. Not that I mind being asked (I love sharing my - ahem - brilliance), but a big part of my SWS philosophy is to learn to Trust Your Gut. To know that you CAN (and should) listen to your own instincts and intuitions!

So, that said...

If you were a FSBO, how would you like to be approached by a real estate agent? What would catch your attention? What would turn you on (or more importantly, off)? What would inspire you to want to work with one particular agent over another?

If you were a FTHB, how would you go looking for an agent? Where would you be likely to stumble upon one? What sort of marketing would catch your eye?

If you're wondering how to sell your difficult listing.... Ask yourself... If I were a buyer, or a buyer's agent, what would inspire ME to give this listing a chance? Conversely, why might I be avoiding this particular listing? Of all the listings available to show my buyer, what could the listing agent do to convince me I should show THIS one (because remember, as a buyer agent, I only get paid when my buyer buys, so I only wanna show the BEST)?

If you were an upside-down seller, what might your agent do to convince you of the need for a price reduction? How would you like him or her to approach you? What sort of information might be helpful and what attitude would be effective?

When faced with a dilemma that involves another warm body, put yourself in the other fella's shoes. And act accordingly....

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

John, got it!  In one single post, Jennifer has just destroyed the entire real estate cottage industry of training and coaching with some excellent, common sense advice. 

The beauty of being yourself is when you DO attract clients, you are more likely to build rapport quickly and the transaction should go that much more smoothly.  It's a wonderful thing.

Dec 22, 2008 01:11 AM #6
Robert Rauf
HomeBridge Financial Services (NJ) - Toms River, NJ

it is pretty simple. Treat people the way you would want to be treated!  this may not work for everyone, but Life is TOO short to work with people you dont like anyway!

Merry Christmas!


Dec 22, 2008 02:19 AM #7
Kim Peasley-Parker
AgentOwned Realty, Heritage Group, Inc. - Sumter, SC

Great advice.  I have often thought about this in the past but never to this extent.  Mmmmm, now I am really thinking. 

Dec 22, 2008 02:36 AM #8
Patricia Beck
RE/MAX Properties, Inc., GRI, CDPE - Colorado Springs, CO
Colorado Springs Realty

So many people forget to put themselves in others shoes and that is very important to do, even outside of real estate.  Simple way to answer our own questions yet so many of us forget to do it!

Dec 22, 2008 06:00 AM #9
George Souto
George Souto NMLS #65149 FHA, CHFA, VA Mortgages - Middletown, CT
Your Connecticut Mortgage Expert

Jennifer good advice and great questions to ask yourself, but it does not hurt to pick the brains of others either, and combined the two.

Dec 22, 2008 06:03 AM #10
Andrea Palmer
Jones & Co. Realty 239-333-5556 - Cape Coral, FL
Phone 239-333-5556

I always try to treat people the way I want to be treated. Good advise for everyone!!!

Dec 22, 2008 06:28 AM #11
Bill Brannon
Beach Bum Productions - Hilton Head Island, SC

I've always said,

"You can't appreciate another mans blisters until you walk in his crocs."

"You can't know another persons pain until you are married to their spouse."

"You can't know another persons appetites until you have cooked in their kitchen."

"You can't know another persons goals if you are not on their team."

"You can't know another persons anger until you take away their remote control."

"You will never know what trips their trigger until you get them loaded."

"You don't have to be a parasite to get into their bones."

I am sure you get the drift.   Good post kiddo.

Dec 22, 2008 08:32 AM #12
Christopher Johnston
The Johnston Team - Metairie, LA

This is so true but I think when people have been in business for a long time their view is tainted by all the training and 'coaching' they have received. It sometimes makes it hard to go back and look at it as non real estate professional.

Dec 22, 2008 04:24 PM #13
Lisa Hill
Florida Property Experts - Daytona Beach, FL
Daytona Beach Real Estate

You're absolutely right. Yet it never ceases to amaze me, just how many people seem incapable of viewing things from the perspective of the other party involved in a transaction. Either that or they just don't care. And that's the hardest kind of person to work with.

Dec 22, 2008 06:03 PM #14
The Somers Team
The Somers Team at RE/MAX Access - Philadelphia, PA
Real People. Real Dreams. Real Estate.

Jennifer, you are right.  Everything starts from with-in.  The numerous posts I think are helpful as they might be the spark to create action to get agens from "thinking about it" to taking action. 

Dec 23, 2008 12:18 AM #15
Sue Gabriel
Cleveland, OH

This is the #1 reason I left my former office -- I felt like a failure for not calling on strangers on a daily basis. I could agonize for days and days before making a phone call to an expired listing. I absolutely HATE getting phone calls at home, unless it's from family, friends or clients. And "pretending to be an expired's friend" doesn't cut it for me. So I pop something in the mail, with a smile on my face, and visualize them calling me!

"The Golden's that simple!"


Dec 23, 2008 12:34 AM #16
Bill Brannon
Beach Bum Productions - Hilton Head Island, SC

Nice new photo.  I am still using the one from my last arrest.

Dec 23, 2008 12:38 AM #17
Christina Cavins
Irongate Inc. REALTORS - Centerville, OH Search Ohio Homes For Sale

Great advice, Jennifer! It's like the advice I learned in kindergarten, always treat others the way you would want to be treated!

Dec 24, 2008 07:11 PM #18
Pacita Dimacali
Alain Pinel - Oakland, CA
Alameda/Contra Costa Counties CA

Good reminders of putting oneself in the other's shoes. As well as a a reminder of the Golden Rule which is one of the tenets of the Realtors' Code of Ethics, too.

Dec 26, 2008 03:13 AM #19
Heather Oberhau
Prudential Fox & Roach - Newtown, PA
Bucks County Real Estate, e-PRO

Hmmm, be nice.

Genius! ;)

Dec 27, 2008 11:22 AM #20
Aunt Mildred
I wish you werent wearing shoes in your picture so we could see your cute feet! Toodles, Auntie
Mar 12, 2009 09:57 AM #21
bobdelledonne l safety harbor florida

I thought it was the Platinum Rule that works today????

"Treat others as they wish to be treated"

Isn't it about them...not me?

Jennifer...YOU are brilliant!

Keep those mindful posts coming...boy do we need them!


Mar 12, 2009 10:14 AM #22
Tanya Young
Virtual Properties Realty - Duluth, GA

This is food stuff. I have always applied the rule to treat others as you would want to be treated. I work to not judge before I know all the facts.

Apr 15, 2009 12:46 PM #23
Kathleen Holbrook, PA
MVP Realty Associates, LLC - Homosassa Springs, FL

I haven't been on the Sales end of RE for very long but I have always followed Jennifer's Golden Rule

in my previous sales experiences so why stop now..  I am like Sue Gabriel.. I get all sorts of pressure to

make (burrrrrr) Cold Calling...I don't like them and I don't mind saying so.. I send notes to the homeowner

whose home catches my eye telling them I would like to use my personal approach to home sales to sell

their home. Plain and simple... If they call so be it...  I have buyers to work for and a couple listings with

people that want my help. Calling makes me feel like a begger and I am have more to offer than that...

Thanks Jennifer...

Oct 17, 2011 12:05 PM #24
3Rj2C0 kzplujykeywb
Jun 01, 2012 12:33 AM #25
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