When people call me for information on a property, I often make two discoveries:
The first is that I’m not the only agent they’ve spoken to.
The second is that I am the only agent who has ever asked them a simple question.
Their response: surprise and gratitude, often followed up by hiring me.
Recently, for example, a man called me for information on one of my condominium listings. I answered his questions about it, and, as I listened, soon realized that he didn’t know what he didn’t know. Condos are a convoluted maze of rules and regulations, and I had a feeling he had no idea what he was getting himself into.
“Have you ever sat down with anyone to discuss the ins and outs of condos?” I asked.
“No, I was just phoning around a looking at what’s out there,” he said.
“Has anyone ever explained the key differences between buying a house and buying a condo? Because they’re not at all the same. Buying a condo is like buying into a community of owners, and there are a lot of rules and risks involved.”
“Oh. I had no idea.”
I offered to sit down with him and go over the details. Days later, we met.
“You know,” he said, “no one has offered to sit with me. They’ve offered to email property listings to me, but no one explained the ins and outs of condos. Thank you!”
He was deeply grateful.
And it was just another reminder to me of how sometimes agents forget about helping people.
How Agents Should REALLY Be Helping People:
It can be easy to get lost in the tasks and methods and forget to just be people who are just helping people. Our job is to find out what the problem is, and then be the solution.. That's what distinguishes the difference between an Employee's mentality and a Professional's mentality.
Every person has a problem. We find out what the problem is and the only way to achieve this is by ASKING.
It takes a caring, thoughtful person to first think of that. Some may feel uncomfortable feeling that they are prying, I feel failing to do so is doing the caller a disservice. People can get property information online but to get information that pertains to their needs is next to, if not impossible.
No one had asked this man whether or not he knew the complications he was getting into. They’d just sent him listings. No questions about his knowledge level, his needs, or anything else.
Here’s another example of missed opportunity.
An agent is helping a buyer find a house. They find one, buy one, and the buyer-agent relationship ends.
That is a missed opportunity.
What the agent forgets is that the buyer may also be a seller. They live somewhere right now, don't they? And, if they’re buying, they’re likely going to sell their current home.
But guess what.
A lot of agents don’t even ask about that house they need to sell.
So the buyers end up calling someone else. Like me.
It might not be loyal on the buyer’s part, but it is common. It, I'm sure is not intended to be lack of loyalty, in my experience some buy-then-sell had a dire need to buy first and never thought of their future need to sell until they had found their next home. It’s up to the agent to offer services their clients need.
As Jay Abraham puts it, if you’re not offering all the services you have to your client, you’re robbing them.
Serve your clients.
Offer them everything you can offer them.
Don’t be afraid – they won’t resent you for it, they’ll appreciate your dedication to helping them.
Know how I know?
Because I’m one of the agents those clients call with their unanswered questions and unsold houses.
And they’re so grateful when I ask those questions and explore how I can best serve them.
Trust me, your clients want that.
This isn’t and never was about selling houses.
It’s always been about helping people.
So go ahead – ask them questions, explore their needs, listen, and then help them solve their problems.
You and your clients will be glad you did.
Also, I'd be glad to sit down with you to discuss your needs and give you the info you need on complex condo laws that affect your purchase, how banking changes will affect your purchase, or whether the price you're looking at is realistic. Get your in-person sit-down chat by sending me a holler here.