I was listening to talk radio last weekend. Yes, I know
… seriously killing off brain cells. But the topic was the
experience of buying a car. The host thought that car salesmen were
doing their best to get people to buy more than they needed, or
indeed wanted. A car salesperson called in. (Why would you call in
to someone who was haranguing your i
ndustry?) He tried vainly to defend himself, claiming he was
just trying to do his job. The host fired back,
”
It’s not a very good job.
”
I was listening to talk radio last weekend. Yes, I know … seriously killing off brain cells. But the topic was the experience of buying a car. The host thought that car salesmen were doing their best to get people to buy more than they needed, or indeed wanted. A car salesperson called in. (Why would you call in to someone who was haranguing your industry?) He tried vainly to defend himself, claiming he was just trying to do his job. The host fired back, “It’s not a very good job.”
So of course the salesperson says, “Well, what about Realtors? They’re the ones making the money.”
Whoa, doggies. Talk about the Twinkie defense. Anyway, I don’t mean to be saying anything derogatory about car salespeople. I have always had a positive experience buying a car: Know what you want, what you’re willing to pay for it, do your homework and it’s all good. But it did get me to thinking about being a Realtor.
Though most people would consider us as sales people, I have to disagree. We truly are more focused on service than on sales. I have helped hundreds of people get into new homes, but I have never “sold” anyone on a home. Rather, I explain the market climate in which they are transacting business, outline their options, and help them make an informed decision which helps them meet their financial and physical needs.
I mean, can you imagine this: “This is the house you want. I know it. So what if it’s two stories and you wanted one? Imagine all the exercise you’ll get. Okay, so you wanted four bedrooms and this is only three. It’ll foster closeness among the siblings. A fireplace? Why would you want a fireplace? You’d only have to clean the darn thing.”
It just wouldn’t happen. If a home isn’t right for someone, no amount of cajoling or verbal dexterity could overcome serious objections.
And when you sell a house, you try to highlight its best points, but it won’t help to lie about it. A potential buyer is not going to be fooled into purchasing a house just because some real estate agent claims it has “an ocean view” that can only be seen by climbing out a window and hanging onto a roof eave or it is “cozy” when it’s cramped and crowded.
So let’s look beyond the “sales” aspect of a real estate transaction. After all, that’s but a drop in the mighty ocean of a transaction. What are some of the other job titles that might apply to a real estate professional?
Negotiator: This is where the exceptionally good agents shine. So you enter into a sales agreement with another person, whether you’re the buyer or seller. During the course of the inspections and review of the subsequent reports, there are bound to be areas of concern and contention. A great agent will work for you and save you lots of money.
Facilitator: A good agent will keep all the pieces of the puzzle in place. He or she will coordinate with the escrow company, mortgage lender, inspection people and whoever does needed repairs. Like a symphony conductor, he or she will keep everyone in tune and on time.
Therapist: I know you think I’m making this up, but it is true. Think about it. No one ever says, “Things are a little boring this week. I think I’ll sell my home and buy a new one.” No, it is usually at either end of the emotional spectrum that people make change. Whether it is a new baby or a death, a new marriage or a divorce, a new promotion or a lay-off, a reason for moving is usually compelling, and time-sensitive. Even in the best of times it is a time of duress because transitions are inherently stressful. Even relatively sane people can go bonkers when they move.
Advisor: Though agents do not have a sixth sense, the fact that they are immersed in the housing industry all day every day does give them an incredible breadth of knowledge in the intricacies of the market. They see which neighborhoods are slowly eroding and which are in a mode of gentrification. They know what types of houses are currently hot. They know the schools, the traffic patterns, and the ins and outs of the fabric of the city. They spot trends and move quickly to help their clients capitalize on them.
Referral Source: Realtors are called on every day to make recommendations. Who can I call to: get a new carpet installed quickly, fix a plumbing leak, get a good loan, inspect my house, repair my furnace, get a water heater or water softener, re-do my roof, polish my wood floors, clean the house, wash the windows, get rid of the mice, install dual-paned windows, tile my counters, paint the front room. Full-time, local agents are in this up to their eyeballs. They know who does good work for a fair price.
Man Friday: I will share with you things I have done for various clients over the years when the situation called for drastic action. I have baby-sat, folded laundry, cleaned a condo, packed boxes, arranged for a garage sale, given going-away parties, cooked dinners, driven people to the airport, rearranged furniture, pulled weeds and planted flowers, assembled furniture from kits, gone grocery shopping, and more.
You better be kind to your Realtor!
