These reader insights left in comments across Inman News caught the attention of our editorial staff.
Kari Walker · Commented on How one agent made his name as a media entrepreneur
Loved reading this article because it says that an agent doesn’t have to follow the whole crowd of people buying leads or spending huge amoungts of money on all the different things every Team Leader says that agents need to do. I have been in this business full time for over 30 years and allowed myself to get caught up trying to do the things my team leader said we needed to do instead of sticking to what had worked very well for me in the beginning of my career that I built my business on before I got caught up with “Keeping up with the Jones”. Congratualtions, Ben. Thanks for a great article.
Leigh speaks her life wisdom in this video. She is successful primarily because of WHO SHE IS and less so because of WHAT SHE DOES. Combine her package with how hard she works, and it’s no surprise she is successful in her business and as a fast-rising industry personality.
Those of us without her natural skill set must work harder than she has to. But each of us can achieve her success one prospect and one relationship at a time. Authenticity is easier when one can afford NOT to be all things all to all people. That takes hard work and a pipeline of business opportunities.
In that way, real estate sales becomes a means to an end, and a true path to career success and life satisfaction.
Salesmanship occurs when the agent asks enough questions to learn what the client’s needs truly are. Price, timing, condition, experience, etc.? Once these are determined, the skillful sales agent finds the property(s) or markets the home to fill those needs. That’s when the relationship begins. Salesmanship means finding the possible solutions, complete with possible outcomes, and asking which way the clients want to go. You offer answers to the needs they presented. You guide, and advise, not push.
Sellers need to know that price and condition have consequences. Buyers need to know what possibilities may happen with their offer. Great sales agents ask “Which of these options works best for you?”
Clients should always make their own decisions, even if it’s not what the agent thinks is best. I’ve sold (or had the buyers decide to buy) many imperfect homes that were perfect for them. It’s my job to be there for my clients to point out potential problems, educate them on the transaction process, and advise them as a wise and experienced uncle or aunt would do.
I’m shocked that PlanetRE is never mentioned in these articles. I started using them about 10 years ago when they were new. Their features far exceed these new players; and agents and clients on both ends of the deal can view all the documents appropriate to their role, as can title, and service providers. The docs are tagged when loaded as to who can see, and every view and email between the parties is logged saving agents time trying to save emails. Much better compliance features. They’ve had a disclosure log on for maybe 8 years…this is not new stuff.
Is anybody else amused that a “better CMA” is what passes for innovative tech in our industry???
When I started in the business 30+ years ago; I explained to clients that despite being in Silicon Valley, the residential real estate biz was 10 years behind in technology. Always has been and always will be. Congrats to Skyslope in joining this century when it comes to online transaction management.
Lookit(favorite opener), coaches fill gaps left by busy or absentee parents, significant others or “Too busy for you” employers. Coaches have always been with you…remember that little league coach, high schoiol band director, econ professor or college ball strongman bearing down on you for improved results. Agents – nah humans, tend to function at a higher level when held accountable – when they have goals. Distinct, measurable or quantifiable goals. Why do we need coaches, RE agent specific, because there is a dearth of quality brokers/brokerages in our industry. Either they are playing the numbers game to collect fees, unethical or wholly ignorant of their duties within their chosen field of work. Coaches elevate your thinking. Coaches elevate your standards. Coaches elevate your goals. They elevate you. That said, find the right coach for the love of Pete!!! Not all “numbskulls” with a credential from the U of Coachestan is worth a damn! Get a referral from a friend or peer, and interview them before sharing your hard earned commission!! This is your due diligence period!
I really appreciated this interview. Great reminder on how to put “Real” back in Real Estate/Realtor.