Sure, sure, accomplished Realtors need to be good at staging, marketing, contracts, negotiating, and several other tasks. But, none of those matter unless they’re first hired. Which is why practically all veteran agents excel at making a (very) positive impression during their listing presentation (also known as a Realtor job interview). The key? (at least...Read More
How Similar to Client’s Situation? A good, newer Realtor can provide the names of three recent, (very) satisfied customers as references. A successful, established Realtor can provide the names of three recent, very satisfied customers, whose situation closely mirrors the prospective client’s. How many variations can there be? Actually, lots. Not Reinventing the Wheel Besides...Read More
Establishing Credibility With Sellers I was on a (successful) listing appointment in Linden Hills last week, when the topic of neighborhood expertise came up (I had it to spare). It certainly helped that I had handled several recent transactions within a few blocks; used to live less than six blocks south, in the adjacent Fulton neighborhood;...Read More
Contractor: “We NEVER Get Callbacks” Is a “callback” a good thing or bad thing? It depends on the context. So, if you’re interviewing for a job or auditioning for a role (same thing, really), it’s good. However, once you’ve finished a job . . . it’s definitely bad. Fortunately, the workers who just replaced my fence...Read More
(Adult) Kids Who Recommend Their Realtor to Their Parents As Millennials become more active in the housing market (yay!), their Realtors (myself included) are enjoying a fringe benefit: a leg up marketing to their Baby Boomer parents. I see two reasons why “the kids’ Realtor” has the inside track landing their parents’ business — often,...Read More
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. So, 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...Read More
