Coaching Corner: Are you the expert?
By Marilou Butcher Roth, Master Coach
During a recent conversation with an agent, she conveyed an interesting story to me. She was telling me how her family had recently purchased a home and the agent that represented them had told them not to get a whole house inspection, as it would only delay the closing. They did not have the inspection, and consequently, moved into the home, quickly encountering several high ticket items that needed immediate attention. Her comment was that her family gauged the agent as the “expert” so they followed the advice that was given!
Now, I know that it’s not always the case that our clients follow our advice, however it started me thinking about the clients that do listen...are we giving them the expert advice that is founded in their best interest? Or are we merely trying to get the deal closed?
So many of the newer agents I have encountered have a very strong urge to have all of the answers for their clients, and I always wish them good luck with that one!! I still find, after 33 years in this industry there are times that I do not have the answers. Your expertise is not based on knowing everything but on how you respond to the needs of your client.
There is a very important piece you will want to incorporate into your business: Create memorable value that reflects your real estate expertise.
If you operate your business with this key principle in mind, you will find yourself experiencing a highly successful business. Let’s visit some examples that may help.
- You are meeting a new buyer to show a home. You can show up with the MLS sheet in hand...or...you can bring a buyer’s packet with any necessary forms, other potential homes of interest, comps if appropriate, any disclosures on the home and any other information that might be of value.
- You are working a Geographic Farm. You can send out something like a recipe card...or...you can send information that is specific to real estate, possibly an article showing local appreciation in their area.
This is not hard, it just takes a little thought and preparation. They deserve this, and I promise you, they will be pleasantly surprised!
Become the type of agent you would want representing you or your family. No matter how good you already are, there is always room for growth. Be open to learning more about your business and yourself -- both are worth it!!
Marilou Butcher Roth
Marilou Butcher Roth is the owner of The MBR Group, a coaching and training company working primarily with REALTORS who have a desire to work and live from a more inspired place. She is also the Broker/Owner of Group REALTORS in Cincinnati.
Marilou is a member of the Ohio REALTORS Board of Directors and past chairman of the organization’s Communications Committee.
