One reason real estate brokers have a generally-less-than-stellar reputation as professionals is that because a large amount of the time, the client is unhappy.

Unhappy beyond our control -
And unhappy people like to lay blame…
Usually on “us”.

The buyer loses a property because they’re outbid -
The broker gets blamed…
The seller loses the buyer because the property is overpriced -
The broker gets blamed…
The board turns down a buyer (for some unknown reason)-
The broker gets blamed…

Is the key to being a good broker having the ability to seek out and work with generally happy people who see things as they are?

I think so!

How many ways can you say the same thing in the same language?
Too many!

The most important part of the deal making process is the manner in which you communicate.
Whether you’re a buyer-speaking-to-a-broker, or a seller-speaking-to-a-buyer, or a broker-speaking-to-an-attorney…
You need to make sure you’re saying precisely what you mean to be saying in the way the person you’re talking to will understand exactly what you’re meaning to say.
Whew! (That’s a mouthful). Did I communicate that correctly and effectively?

I believe that a large number of “deals that should’ve happened” never happened because of a breakdown in the communication and not because there isn’t a desire to achieve a meeting of the minds.

The most effective thing to do is to SIMPLIFY the message and say exactly what you mean.

Be succinct.
Be unemotional.
Be precise.
Be responsive.

That way, nothing will get lost in translation.

(NOT the bike kind)

It seems that everything in life has a cycle – both natural and man-made.

The moon.

The Dow Jones.

The 4 seasons.

The Four Seasons (the hotel business).

Remember the brood X cicada?

Real Estate!

It is interesting (and understandable) to note that we are always happy when the real estate cycle goes up, but in distress when the cycle goes down.

Through the eyes of a developer, opportunist and fearless buyer…

If history repeats itself, as is almost always the case, (Albeit it’s in a different way each time) Doesn’t it make sense to be happy when the market cycles down?

(Opportunity)

And distressed when the market cycles up?

Whatever your view might be.

Know this:

The market hit bottom last year!

(An oxymoron? I don’t think so.)

As agents, we demand loyalty from our clients.
If we’re lucky (and good), we just might get it.

Question: What do we give THEM in return?
Answer: OUR loyalty!

It seems to me that in the new era of Generation X (and younger)
Our culture, has evolved to expect instant gratification
At the expense of loyalty.
This seems to be the new acceptable behavior. Text me today, and delete me later (when something “better” comes along).

I once worked with a buyer for 18 months!
83 apartments later – they bought something without me.
A new listing…at an open house…directly from the seller.
Ouch!
I didn’t make a commission, but I did get 5 referrals, and a nice bottle of Champagne.
Thank you very much.

Everybody seems to have an agenda
that precludes any sense of allegiance.
And this is considered acceptable behavior?

If you are trying to separate yourself…
Define your brand and differentiate yourself…
By being loyal.
To a fault, if you must.

Your clients and peers will respect it (and you).

There are generally 2 types of agents.

The first type is the agent that you look forward to calling for an appointment, knowing that they will accommodate you and your client, be polite, be punctual, and most of all – be a pleasure to do business with. :-)

The second type is the agent who makes you feel indebted to them for showing you one of their exclusive listings. They are generally rude, abrupt and give you the sense that you should be honored to be in their presence. :-(

Being a successful agent is unfortunately not exclusive to one of these types. In fact, it seems to me that a number of Type 2 agents start out as Type 1, but get carried away by their success.

I meet with agents of all types constantly, and never quite understand the thought process behind the agent who is rude and abrupt. As an agent, I always used to breathe a sigh of relief when I represented a buyer and a search that only returned exclusives with agents in the first category.