Musical (and Realtor) Virtuosos

Excepting some agents who are especially fond of tooting their own horns (sorry), Realtors don’t play musical instruments in the course of selling real estate.

a capellaSo, what do I mean by “Realtor a capella?”

At least in the context of a listing presentation (a job interview for agents), I’m referring to the temptation for an agent — especially in today’s tech-intensive world — to show up at a prospective client’s home loaded with Powerpoint slides, market data, and various and sundry other sales material.

Technology Getting in the Way of Rapport

Instead, what can be as or more effective is simply having a conversation with the prospective client.

About their goals, timetable, the overall housing market, and the sales process generally.

So much of selecting an agent is about establishing rapport, which I find can be easier to do without technology or other “accompaniments.”

P.S.: None of which is to say I skimp on preparation.  My listing presentations can easily last 2+ hours, especially if the prospective Seller has a lot of questions.

Also:  who comes across as more credible — an agent who can fluently speak without notes, or, one who’s constantly citing various printouts and charts?

About the author

Ross Kaplan has 19+ years experience selling real estate all over the Twin Cities. He is also a 12-time consecutive "Super Real Estate Agent," as determined by Mpls. - St. Paul Magazine and Twin Cities Business Magazine. Prior to becoming a Realtor, Ross was an attorney (corporate law), CPA, and entrepreneur. He holds an economics degree from Stanford.

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