Let's Get Real!

Over the last few years, real estate sales have been booming. There is a greater demand for people to leave the big cities and move out into more rural settings. As I speak to clients who have recently worked with realtors, they usually fall into two categories: Really good or really bad.

In my own experience with a realtor, I noticed that he was very attentive until he no longer needed anything from my wife and me. Once that happened, he was virtually impossible to get on the phone. I can still remember the night before we were about to go to our closing and I had a quick question - I needed to ask him about whether or not our title insurer needed to be at the meeting the following day. Try as I did, I couldn’t get him on the phone. Finally, I called his office and told them that if he didn’t call me back that night, we would not be at the closing. He finally did call me back and answered a simple yes or no question in five seconds. My point is that five seconds can determine whether or not your customers love you or hate you.

It’s interesting to remember that he gave us a Longaberger basket as a housewarming gift with his name plate affixed to it. When my wife liked the basket, she still keeps it with his nameplate facing the wall because it’s a negative reminder of what he put us through because he couldn’t bother giving me an answer when we needed one.

By contrast, Wendell Hoover of Iron Valley Real Estate has been a consistent customer since 2005. I can always count on Wendell to return a phone call or take it directly if he’s available. The other thing that always impressed me about Wendell is that he took great pride in fixing up decrepit properties in his community to beautify them and increase their value. It’s his passion. Neighborhood building is a real way to demonstrate how you care about where you live. It’s not just improving your own station but also those of the people around you.

If you are a realtor, be real with people. Demonstrate who you truly are. There are some outstanding realtors in the area. I know I can count on the ones I know to take phone calls or return them. That’s an easy place to start when you want your prospects to know they can believe in you and count on you being there when they need you.

“The starting point of all achievement is desire.” – Napoleon Hill

Let me hear from you.

This excerpt is taken from the seminar entitled Stumbling Onto Success. I encourage you to click here to register for the exclusive live Zoom presentation of Stumbling Onto Success on Thursday, August 24, 2023 from 9 AM to 12 noon Eastern Standard Time.