As a consumer, I don't care how many homes you've sold, how many accreditations you possess, or how many millions you make. All I care about is: What can YOU do for ME?
Agents boasting about their accomplishments... who cares? As a home buyer or seller, I don't want to listen to you boast about yourself! I want you to listen to ME! I want you to REALLY listen to me!
I want you to understand the person that I am. I want you to understand my nuances, my subtleties, my priorities, my reasons, my likes, my dislikes. If you understand me, if you really "get" me, then you'll be a darn good Realtor; you'll be MY Realtor!
So many agents dont get the simple concept, it is not about US... It is about our clients... I can not count how many times I have been speaking to another agent about a transaction and the agent says " WE are not going to do that" or "why would WE accept that"... It is a mind set that has to chance, WE are not a party to the transaction... As for the bells and wistles some people want that stuff other people do not... I say you have to listen to your client... Oh and I am proud of my certifications, at least they show I am dedicated and a true professional.
The word I can be a self serving word, but as to hiring a professional to do a job. I think that too often consumers list with inept agents. I would not like to have heart surgery by a rookie. I would want to know that my doc has done this many times, successfully!
I totally agree with you, Mirela. This tends to be a very self centric industry. We publish initials and accomplishments after our names that are not always meaningful to the client.
You are onto something! Having been an agent for 30 years and with no big accreditations they wonder how I do it!! Ahah!! I help the client by listening to and knowing their needs.
Mirela, I got a video yesterday from a top producer wanting me to buy her listing presentation. I didn't want it but was intriqued by this form of marketing. The first few minutes we all about "her". I knew then I would not buy the product, I IIIIIIIIIIIIIIIIIIIIIIIIIIIIIII.
I am not sure I agree with you 100 percent. I do agree with it is all about what I can do for a client. But as an instructor once ,so wonderfully, put it. Most people dop not know what all those initials after your name on your card mean. But they figure it is important. So in the least case the credentials might open a door for you to work your magic
This is the way I play things too. I really don't understand those who blow their own horns so loudly...I guess I've never been a fan of the attitude that we should be impressed by show-offs. It's one thing to let people know of some achievements (like Charlie notes above), but its HOW you do it that's important.
Plus, I've got a name I COULD be cheesy with, but I can't do it seriously. I don't like that flavor of cheese and I don't wish to serve it to others.
You're right - consumers want to know what you'll do for them. No doubt about it. They also want to choose the "right" agent and, if you don't tell them about yourself, who will? While the emphasis must be on your services to consumers and promoting your market area, you must also provide some information about yourself and ask for their business. A healthy balance is important in all areas of life, including self-and-service promotion.
Great Blog and so true!!! Don't you love the huge Glamor shots in the Homes Mag. taken 20 years ago, one time I had a new agent go to another office and ask the REALTOR on duty to speak to this REALTOR with the 20 year old glamor shot, well the REALTOR on duty answered THAT WOULD BE ME. My agent said OH , they must have printed the wrong picture in the mag. she said No that is my picture.
I believe it's always been that way but a lot of agents just never listened. A lot of the "agent centric" newspaper advertising has just moved to the web.
The agents that boast they are "#1" do not typically get the repeat business (at least not in my area) because they don't focus on the client...its all about "their numbers/standings".
My focus has been and will always be -- on my client. To serve them in professional, honest manner, focusing on their needs (even if it means losing a deal...believe me, thats happened!)
Totally true. Clients want results and someone competent to do the job. Nothing will turn me off faster than someone who thinks they are the greatest, without showing me first.
The agents that boast they are "#1" do not typically get the repeat business (at least not in my area) because they don't focus on the client...its all about "their numbers/standings".
My focus has been and will always be -- on my client. To serve them in professional, honest manner, focusing on their needs (even if it means losing a deal...believe me, thats happened!)
God gave us two ears and one mouth for a reason...to use in that proportion. I do agree that it is important to share with the consumer your knowledge and experience as a professional, but one of the best ways you can do that is by having testimonials from others rather than you boasting them yourself.
I know what you mean...one company takes out a page to show the list of their listings and compares it to the sales of another. I know it must be hard for them to remember they started somewhere. Thier children will start somewhere and its all about service. I will never forget my first listing. I didn't pretend to have ever done it before but I promised them all of my attention...and they got it. It was just a fantastic moment in my life.
That milestone was crossed. . . the home was sold and I was their number one agent.
lynne pope l RE/MAX l Redondo Beach CA l teamatthebeach.com
Well said. I don't go into a presentation talking about myself. I was a clinic counselor and subscribe to the Jung approach...tell me a little about what you need. We work from there!
I agree with you 100%! Just like the Toby Keith song, "Wanna Talk about me..." it is ABOUT the consumer and WE should be listening, not talking so much.
I recently sold a home here and sent cards to all the agents (16) who showed the home, thanking them for showing it. In the card I said "there are many in our business who claim to be #1 but the fact is we are a team, and we need each other to be successful..."
I agree, BUT a successful agent usually means you do CARE and that's why you have seen success! The same can be said of any person in any industry. If one is passionate about their job, it usually means they care and success follows.
Ain't that the truth, We had a big agent around here, she spend a ton on marketing, and was successful, when I met her, I thought she would be a bubbly person, who cared about her clients, how disappointed was I when she turned out to be negative,talked over everyone, and didn't seem to really care about anything but the money, I always wondered how she was successful, I suppose she spends in advertising what she lacks in people skills.. :)
AMEN, this also applies to LO's, and all the so called mortgage/realtor "experts" who wish to entice us into buying what their selling systems because they are soooooo great.
PERFECT! I chuckle at every bus bench, road sign, and business card that says "Top X of Company Y Realty Worldwide"...doesn't that just scream 'SELFISH' and commission-driven....not to mention far too busy focusing on world rankings to appropriately assist me?
I really thought about my marketing here. I thought of a whole new approach that does sort of like you say. Dont say these are the services I provide. How about just talk about the services and how the consumer can benefit from them.
Like I could say my website was created with one of the fastest searches possible bringing you quicker results on your searches.
Mirela, I purchased my home before I was a Realtor and for sure I did not care about all the symbols after my Realtor's name. All I wanted was her attention and her royalty. Great post and well deserve the star.
I just joined this group, because this post hit home as it appealed to me as a Realtor who is known to listen and "get" what her clients need. Obviously we all agree that the customer comes first, as long as we all practice it, Realtors will get a better name.
Thanks for that post!
Sue Brown, Realtor "Your Realtor, When You're Ready!" RE/MAX All-Pro ResidentRealtor.com
A great post, and I'll admit I'm a little bit guilty. However, I don't just list the designations I explain what they mean to the customer on my "about me" page.
Dan you said: "As a Realtor our track record is all weve got." I ask: how does that track record get verified?
I never met a "top producer" that looked like he/she cared about the client --"top producers" play the numbers game! But, in their defense--maybe it's not that they don't care, it's that they don't have time to care......at least in my 'neck of the woods!'
Hi Mirela, I read an article some time ago about which things attracted buyers/sellers to agents. The survey had that whole accreditation thing almost at the bottom ! Certainly making the effort to attain them may be very beneficial but they simply don't attract customers as they are so often advertised !
I just received a postcard from a Realtor with a message that basically read "i sold a home in your area and now I need listings so give me a call". My reaction, was similar to this post. Good for you, but what can you do for me? Should I give you a listing simply because you managed to sell a home? Isn't that your job? Should I give you a listing because you don't have any inventory? That's your problem not mine. Maybe she should have just written "My bank account is low and I need your commission"?
Too many salespeople forget to put the customer first. Nice post
I couldn't agree more, as new agents who have come into the industry and ask me "what the most important thing I need to know about real estate?" I always thell them "it's not about you". You can always tell the ones who will do well, very well and be more of the 20% of the 80/20 rule, because they GET IT!
I third the AMEN -- Does that now make us the AMEN CHORUS ! ( lol) I think that a top producer may not have enought time for ME! They may be too busy earning the "points" rather than taking the time to pay attention to ME!
Well said. I completely agree. People need to trust that you are listening to them as their Realtor & you are "getting them". It is as I would want someone to treat me.
BTW - that girl on the skates is making me tired :). kristin
Congratulations on the feature. I actually think your Localism posts deserve some feature considerations.
I gave a presentation to a local real estate company two weeks ago and we discussed this very idea. Not I am a million dollar producer, but this is how your listing will be marketed.
The mark of a good sales person is someone who is very egocentric. The top sales people are usually arrogant, self centered, and know the rules do not apply to them. We know them because when we come across one at Sears we end up leaving with a self cleaning convection oven for $1000 when we intended to by a $20 toaster.
However, real estate is about marketing for the seller and consulting for the buyer. The mark of a great marketer is one who knows their idea "sucks" unless the market accepts it and the mark of a great consultant is one who listens and tailors their presentation and services to meet the needs of the client.
Mirela~ The consumers are much smarter than most give them the credit for. NO ONE likes a "know it all" or agent that is just in it for the money or for what they can get out of it. WIFM is all the client ultimately cares about. Any agents that don't have a true passion for real estate, just needs to go ahead and get out and do something that they love!
Mirela, short and to the point! I think putting your customers first is a priority on all customer related businesses, but in real estate even more so, because the ticket price is a lot higher and selling or purchasing a home is a very emotional process for people. I would agree with some of the previous comments though, that if you have a passon for your job, it will show.
This concept is also used when developing websites with so many mistakes and errors made in showboating accomplishments when surfers really just want to see houses first. Great post.
Thanks for putting me straight. Sometimes we feel that the more letters after our name the better we are and the better consumers think we are. Aloha!!!
You've summed it up in a nutshell! That's it! And, we must do that for each & every client that we have. Thanks for posting this "get it threw your skull" post! Have a wonderful week!
I agree. I'm tired of hearing about the million dollar sellers. In some areas that could be as little as two homes. It is all about what you do for your customers.
Myrtle Beach Real Estate by Mirela Monte
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Short and to the point.
I think I'll give this to every new agent.