Sam DeBord
By Sam DeBord
One of the biggest hurdles for new REALTORS® is overcoming a lack of experience when meeting with a potential client. Motivation, marketing skills, and preparation go a long way, but they can fall flat when faced with a simple seller question:
“So, how long have you been selling real estate?”
Many REALTORS® who are fairly new to the industry are already outstanding salespeople. However, it’s still reasonable to expect a home buyer or seller to question the experience of their potential representation. The difficulty for the newer REALTOR® is that there is no way to speed up the length of time he or she has been working in the industry.
There is, however, an easy way to increase the depth of that experience. Exhibiting experience is not just about the number of years a REALTOR® has been selling homes. It’s much more about the knowledge gained during that time.
Consider two responses to our previously-mentioned home seller question:
Response 1 : “I’ve been selling homes in this neighborhood for 18 months, and have sold six homes so far this year.”
Response 2: “I’ve been serving this community as the government affairs liaison for the local REALTOR board, as well as selling homes here since 2011. I’ve helped a half-dozen clients sell so far this year, while also working on a task force that’s helping to ensure fair foreclosure practices and to secure property rights for our local homeowners.”
Which response do you think will win the seller over?
Working with a local board is the fastest way to achieve a wider range of experience, and contribute to your community at the same time. It shows potential clients that you’re trusted by the public as well as your industry associates.
The local boards are always searching for newer, younger, fresher ideas from their member base. Don’t be intimidated by the names or the experience levels of the committees. You’ll be surprised how much appreciation new members receive when they commit to more influential roles within their local organizations.
Give your local board a call, and add a title or two to your e-mail signature. Government affairs, social media, property rights, information systems, communications, education−there are a plethora of opportunities. Fast-track the depth of your experience, and you’ll quickly grow your credibility within the industry, as well as your confidence when communicating to potential clients.
Sam DeBord is a State Director for Washington REALTORS®, and managing broker with Coldwell Banker Danforth. Connect with his team at SeattleHome.com.
Michelle Flaherty Philbrook
By Michelle Flaherty Philbrook
A while back, I got a call on a condo listing of mine. The potential buyers were a retirement-age couple looking for a new place just large enough for their kids to stop by for a visit, but just small enough that their fledglings couldn’t fully return to the nest.
I showed the condo, and when it wasn’t a fit, I brought them on as buyer clients. After we became more comfortable with each other, this couple confided in me that they initially thought I looked “way too young to be [their] agent,” but that in the context of having met other agents both recently and over the years, they felt I was uniquely equipped help them meet their goals. I think the reasons we were so compatible can be applied rather universally, so if you don’t mind entertaining the occasional demographic stereotype, read on for how Gen Y traits can uniquely serve some common Baby Boomer needs.
Baby Boomer with a Sense of Urgency? Meet Gen Y with Fast Texting Fingers. As a general rule, most people don’t become more patient with age — a fact of life that works in favor of agents raised in the age of text messaging and real-time e-mail. When these buyers inquired via e-mail on my condo, I called them right away. And when the property didn’t work for them, I got their search set up the same day. They told me later that none of the other brokers came close to that level of responsiveness.
Baby Boomer with Intelligent Questions Based on Experience? Meet Gen Y with Fab Research Skills. The way that I was able to quickly aggregate property information from multiple (and at times obscure) sources beyond the MLS really impressed my boomer clients. The 2010 Census confirmed that the percentage of post-secondary graduates among the U.S. population is at an all-time high, so it follows that most YPNers can likely offer extensive research skills. And in an industry like ours with ever-changing guidelines, best practices, and technology, it is more valuable to be a quick study than a deep topic expert.
Baby Boomer with Very Specific Needs? Meet Gen Y Power Networking: Continue reading »
Cory Brewer
By Cory Brewer
My blog entry for this quarter will not come as news to most of the people reading it, but I think it’s a good reminder nonetheless: Every now and then, the clients and colleagues you work with will tell you one thing, but then do another.
Raise your hand if you’ve heard this one before from another agent: “I’ve got a great offer for you and my clients are really excited about the house.”
This “great offer” may even be full price…only you find out later that the buyer has a horrible credit score and can’t get a loan.
The point I’m trying to make is this: Nearly everyone I’ve talked to lately can feel the market starting to come back. Buyers, sellers, agents, lenders…everyone. It can be easy to get wrapped up in the excitement but I think it’s important, as an agent, to keep your cool and be level-headed while coaching your clients. It’s important to cover all the details of a deal, and a positive, optimistic attitude is key. But I also think it will serve you well to prepare your clients for the worst-case-scenario, because unfortunately sometimes that is exactly what can happen.
Draw on your experience – that is probably a big part of why your clients hired you in the first place. Cover your bases, and do your best to set the proper expectations from the beginning. So when that dream deal actually DOES come together, your clients will be thrilled that they were lucky enough to be working with you…rather than expecting everything to go smoothly only to have to suffer through unforeseen bumps in the road.
The market is coming back. It’s true. But don’t get caught up in the hype. Remember that a deal is not a deal until the ink on the contract is dry.
Cory Brewer is a REALTOR® in the Seattle area and Operations Manager at Windermere Property Management / LGA in Bellevue. Connect with Cory at www.wpmnorthwest.com.
Brooke Wolford
By Brooke Wolford
I recently moved to a new brokerage. It was an amazing change for me and I fell in love with my fellow agents and co-workers at the office. I’m the kind of person who really appreciates all the little things people do for me. I can honestly say that I have never met such a great group of people who are all in one office.
I do, however, have a hard time knowing how to thank people. I got to thinking… How is it possible to explain to someone how much you appreciate them? I wonder if my clients know how much they mean to me, and that I genuinely appreciate that they decided to use me as an agent.
I began to think about the things I do when I say thank you. Whether it’s sending a card, an email, or a phone call, I always thank people somehow. I think to myself, “Is my thank you genuine enough?” I always tell clients thank you face-to-face at some point. This way I know they can see how true my appreciation is. Even after I thank them face-to-face, I still send them a card or email telling them “thank you” again.
I think sometimes the art of saying thank you gets forgotten. If you think that you are owed something or that things will always come your way, you are wrong. You have to remember that in our business, our whole framework for making a buck relies on others. It’s our clients, our brokers, our loan officers, title, office staff, etc. They all have a part in how we become successful. Be thankful. Appreciate the people who help you along the way. Say thank you and really mean it!
Brooke Wolford is a real estate practitioner with Coldwell Banker Burnet in Woodbury, Minn. Follow her blog at adventuresinrookierealestate.com.
Crystal Webster
By Crystal Webster
The Get Motivated seminar series recently came to Kansas City and I was pretty excited to go! On top of tickets being about $5; Bill Cosby, Joe Montana, Laura Bush, Gen. Colin Powell, Rudy Giuliani, Steve Forbes, John Walsh (the list goes on and on) were speaking.
I had some difficult closings happening that week, but aren’t all closing difficult these days? So I decided to take the day to “get motivated.” I walked in the door of the arena to about 20,000 others looking for some mojo too. It felt like a huge rock concert (at 7 a.m.) with people everywhere just excited to be there. We stocked up on our $50 worth of snacks for the morning (it’s still in a concert hall so we got concert pricing…) and went to find our general admission seats.
Wow, just wow. Seeing these people–in real, technicolor life–was pretty powerful. To think, these people were once at the very tippy-top of their industries…
However, the message was not that powerful, nor motivating. There was a lot of, “Remember the time I did this? Yea, I’m awesome.” And this: “I overcame adversity and become the biggest name in ______. I rule.”
I was expecting (or at least was hoping for) some helpful hints about getting ahead, staying organized and motivated, and maybe a little creativity. Instead, I seemed to get a big pat on the back fest. Oh, with a couple of infomercials for investment products thrown in to make up for the fact that the tickets were only $5.
By the end of day I just wanted to take a nap (and, really, get the last 8 hours of my life back). So my recommendation, if you get the itch to go to the get motivated seminar, is to instead buy their autobiographies, burn a $20 bill, and read one of those Dale Carnegie books that’s collecting dust on your bookshelf.
Crystal Webster is a REALTOR® in the Kansas City area. Visit her at www.kcyoungprofessionals.com and www.theheritagehometeam.com.
Brett Caviness
By Brett Caviness
I simply couldn’t wait two more years to graduate college before entering my dream career as a REALTOR®, so I didn’t. I went active as a real estate agent in Cedar Falls Iowa in 2009. Since entering the business, I have worked hard to manage my time. With class, work on campus, activities and friends I was able to make time to schedule showings, and close deals in-between. There are a lot of things I wish I knew before I got into the business; I mean this is hard work! So I made a list of a few things I wish they told me about the real estate world in my weekend classes.
1. A real estate license doesn’t mean sales. Your office doesn’t just hand you over some magic list of names of people ready, willing and able to buy or sell. You have to find them yourself.
2. Even if you are a part time agent, this is a full-time job. I didn’t realize between classes I would be on the phone with clients, offices, the abstract company, lenders and others while reviewing important documents on my Blackberry.
3. Starting a career in real estate is like starting your own company. I have quickly learned to be my own boss, marketing director, web master, public relations manager, and accountant while always working in research and development. Continue reading »
Brian Copeland
By Brian Copeland
If you are a young professional and have entered the real estate profession any time from 2004-2007, I want to be the first to congratulate you.
When you can no longer consider yourself a whippersnapper and Lady GAGA music is now playing on the Golden Oldies station, you can then say one thing proudly as a REALTOR®, “I’ve seen the best market in our time. I’ve seen the worst market in our time.”
You’ve officially navigated both and come out on the other side stronger. Remember, our defining moments arise out of adversity. I thank goodness every day for that teacher who said I’d never make it past my first year of college. I’m grateful for that boss who knocked me off my employment platform in my first job. Soon, you will be thanking the passing economy for making you one of the strongest real estate advisers of your day.
While millennial generation agents will still be able to say the same statement, our generation will be able to say our training grounds were in these two markets. Who wouldn’t want an airline pilot who was trained during the worst storms of the century simply because that was the time he got his pilot’s license?
I hope you will begin today, preparing yourself for tomorrow’s market. It’s going to be amazing, and the consumers will know more than ever that a smart, savvy REALTOR® who has navigated these treacherous waters needs to be on their side.
Use the next few months to finish a designation like GRI or CRS. Use 2011 as a time to get more involved in your local association than you ever have been before. Use the coming weeks to school yourself on the legislative issues that continue to affect your and your clients’ future. You’ll want to do it now, because the business you’re going to see in 2012 and beyond requires you to be at the top of your game. I’ll see all my YPNers AT THE TOP!
Brian Copeland is a real estate practitioner in Nashville, Tenn. You can follow Brian on Twitter: @NashvilleBrian
Crystal Webster
By Crystal Webster
…And REALTORS® make the worst clients. Has anyone else had the “privilege” of working with another REALTOR® – or even purchasing a home for themselves? I use the word privilege very loosely. 
Some of you may remember, I began looking for my new personal residence back in September. I am pleased to inform you that I closed about a month ago (seven month after I started looking, mind you…).
Between my husband (the human computer), who is also an inactive REALTOR®, and I, there was always something that “wasn’t quite right” or “if we wait then maybe we’ll find…” We found plenty of good, decent homes that would have worked just great – but we just weren’t able to remove the emotion and focus on just the pros and cons of the bones of the property.
In the end, we have a great home that we will be very happy with for many years to come. I got lots of great practice on working with “difficult” clients, and I even worked on a few of my overcoming objections scripts (some multiple times).
If you haven’t worked with someone you have a personal interest in (maybe not yourself but a family member or close friend), do it! It reminded me why I got into the business to begin with and it feels so good to help better the lives of people you really care about.
Crystal Webster is a REALTOR® in the Kansas City area. Visit her networking site at www.kcyoungprofessionals.com and her Web site and blog at www.theheritagehometeam.com.
Heather Soldonia
By Heather Soldonia
It’s the secret that’s driving every client — social comparison.
The Social Comparison Theory explains how individuals evaluate their own opinions and desires by comparing themselves to others in either an upward or downward direction.
An upward comparison example: “Our friends, the Joneses, purchased a brand new 3,000-square-foot home. We don’t want to consider anything smaller than 3,000 square feet.”
A downward comparison example: “Our poor friends have beautiful homes, but can you believe their commute is over an hour?! We’ll be much better off finding something smaller, but closer to the Bay Area.”
We’ve all heard clients irrationally comparing themselves to the Joneses — ignoring ALL the other factors that play a role in determining what home would be best for them financially, geographically, etc. It can be so frustrating!
But here’s the interesting part… We do it to as agents, too!
An upward comparison example: “Last week at the conference REALTOR(R) Jones was telling me that he closed 46 transactions this year… I’m as good as he is, so I better close at least that many this year!”
A downward comparison example: “Well, the newbie didn’t close a single transaction last year, so I could be doing much worse.”
Here is a reminder… Continue reading »
Toby Boyce
By Toby Boyce
It was a quiet Monday night until the cell phone rang. My mother-in-law was on the other end, and five hours later my wife and I arrived in Cleveland – via Bellevue – and the Cleveland Clinic as my father-in-law was admitted.
It would go without saying that we were scared, nervous, and extremely worried as we were settling in for what would be a four-day stay in a hotel that we were barely prepared to stay for a single day. We were not prepared for this situation – but the Cleveland Clinic was. They have dealt with this on a daily basis for hundreds – if not thousands – of patients that arrive on a daily basis to the premier health facility.
They were prepared for us to ask questions we didn’t even know we had. We knew the clinic’s reputation – that’s why we were there – for health care, but its total commitment to the patient and family care is where the correlation to real estate begins in this post.
How can I help you? Five words that can change the way your clients treat you. (Penny Mathews/sxc)
The first night we were there, I was wondering around looking for some food. It was going on 11 p.m. and none of us had eaten since lunch. I was half-awake, half-aware, and totally-hungry as I stepped off the elevator at the first floor. I looked left, then to the right, and stopped. A gentleman pushing a broom stopped and smiled asking, “Can I help you?” He directed me to the all-night diner where I picked up food for the mother-in-law and headed back to the room.
But that was the beginning of my amazement. “How can I help you?” Five words, none more than two syllables and they changed the entire way I looked at the clinic experience. Continue reading »
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