After being in real estate for more than a decade, I began to think about the way that I run my business the other day on a long drive on the 405. Okay, I only went a few miles, but we’ve all been there before, but I digress. On this drive, I realized that I am very thankful for where I am today and there’s no single reason for the success I’ve been fortunate enough to have enjoyed.
It’s not because of luck, or being in the right place at the right time. It’s not because of some great intellectual prowess--I don’t have a Ph.D. It’s also not based on talent alone.
It’s the conjunction of all of these things working in coordination that makes me successful. It's a combination of all of the above and without a little bit of each one of these things, nothing would’ve fallen into place the way it did.
Know Your Strengths and Weaknesses
Every broker has strengths and weaknesses. I’ll be the first to admit my weaknesses and I can go on and on about them. For instance, if you are looking for someone to walk you through each page of the purchase agreement or listing agreement then I’m not the agent for you. Now don’t get me wrong. That doesn’t mean my team will not provide that for you, but I believe that I can direct my talents to more important things like getting you the top dollar for your property or getting you the best price on a purchase.My husband is one of the best customer service guys that I know. He is a member of my team, and he is extremely thorough and dots every “i” and crosses every “t.” He will personally go through every single item of a deal with the buyer. Everybody has strengths, but it’s important that you find people around you that can help make up for your weaknesses. Without my support system, I would not be where I am.
However, if you want me to negotiate a deal for you that gets you the most money, then that’s a different story altogether. I’m the best person you can work with because I genuinely get excited when I start negotiating. There are so many facets to a deal, each weighing differently in terms of importance. At the end of the day, I feel that the most important thing is getting my client the most money.
A lot of people are Type A and still, others are Type B. At the end of the day, I don’t care what your Myers-Briggs results are, or what you got on your last Strengthsfinder test, the person who is looking to get the most money on their deal is the type of client that I want to work with.
Why?
Clients Who Want the Best Deal, are Usually the Best Clients
Because it shows that they are equally invested. The client who is dedicated to getting the most money is willing to interact, provide their time and attention, and is easier to work with. They care just as much as me, and it is really encouraging to see that mirrored back to me by my clients.A lot of people are more focused on finding someone whose sole focus is explaining to them every facet of a real estate transaction. That’s not who I am. When I go on a listing appointment I tell people all my strengths and weaknesses. Most of my clients have sold and bought several homes, but even my clients with much less experience appreciate my honesty and trust my expertise.
This makes it easier for me to do my job, which allows me to trust their opinions and get them the best deal possible. By the end of our listing appointment, we usually come to the conclusion that I am either the right guy for the job or the wrong guy.... and I’m proud to say it rarely turns out that I’m the wrong guy.
Know Who You Are and Let Your Clients Know Your Style
I will admit that I am a little old-fashioned in my business sense. For instance, I am still old-school in that I talk to my clients on the phone every single day and communicate with them. I don’t believe that email, even though it’s the most efficient today, is the only way to put together a deal. Plus, I really like to talk to my clients, and I feel like it's always great to stay on the same page. I like to hear their voices. And when I negotiate a deal, I like to speak to all parties on the telephone and hear their voices, as well.There’s a reason that people were able to function in the real world before email, and I am a firm believer in person-to-person interaction. I enjoy what I do and I like to keep clients in the loop of what’s going on.
Trust and Rapport Are How I Run My Real Estate Business
However, I also hone and perfect my craft, which is why I really want to focus on working with people who are equally as dedicated and driven. One of the things that have made a big difference for me was leveraging my passions, interests, and desires to establish a better rapport with my clients. Rather than just focusing on strictly business, I try to relate my passions to the discussions and conversations that I have with my clients.Again, this goes back to me being old school. It also means that my clients feel more comfortable talking to me and really opening up about what they are looking for in a property. This enhances the high level of customer service I am able to deliver and reinforces my own personal brand. Being comfortable with my clients, and having them feel comfortable with me, has helped me to negotiate even better deals for my clients, which makes everyone much more excited to work together again, and leads to more referrals, deeper connections, and a lot more success.
I run my business on trust. I’m upfront about my strengths and weaknesses, and I work hard to get to know my clients. I’m old-fashioned because I love to communicate and stay on the same page.
