Let’s start out with some insider stuff strictly for agents. I work with a lot of new and experienced agents. Frequently as I touch base with them, I will ask an opening question like,
“So what’s going on with you?”
Many times the response is not optimum and will sound something like,
“Gee, I’ve got nothing right now. Or, “I am dead in the water.” Or, “It seems quiet, out there.”
These are not the answers I am looking for at all. I would much rather hear them tell me,
“I am swamped. I am thinking of hiring an assistant.I just cannot keep up with all the buyers I have right now.”
Here’s the difference between the two groups of responders. It all comes down to showings. A wise Realtor named Stuart Hunt told me years ago, that
“If you were showing houses, you were going to be just fine. It was the only way to go from point A to point B in this business”
Sometimes buyers can make you nuts and want to look at what seems to be hundreds of houses (and this can simply be because they are either unrealistic or the agent hasn’t done a clear and thorough needs assessment, but you are at least showing houses. Without showing houses you will never make a sale. So every house you show brings you one step closer to a sale and one step closer to having an extremely happy client.
This is a comment for buyers now. (Agents can read along too, but hopefully they already know this.) The house sells itself. No agent, no matter how gifted they are in sales techniques, can get you to buy a house. Why is that? Because the house has to speak to you first. Granted the agent can answer your questions and address your concerns. They can deal with the ever growing mountain of paperwork (electronic or actual) and make the scores of phone calls necessary to bring you from contract to closing. I just don’t think anyone is gifted enough to convince you to buy a house that you really don’t want. So all of you agents out there that haven’t figured this part out yet, lighten up and let the house do the talking for you.
“The house sells itself.”
It’s the only way it works. Don’t be that pushy salesperson that everyone hates. In the meantime, you need to get out there and set up some showings so you can get back in the game.
This is the point where we all start singing along…’there’s no business like show business.. everything about it is appealing, everything the traffic will allow, nowhere can you get that happy feeling, than when you’re stealing that extra bow….”
“Hey, I wrote the book on Real Estate, literally.”
Author Brendan J. Cunningham is a New York Licensed Associate Real Estate Broker, lead of the Platinum Team at HusVar Real Estate, as well as an accomplished writer, Shakespearean trained professional actor, and podcaster.
Start your home search now at www.husvarre.com