I’ve been selling real estate for over 18 years. In that time I have seen it all, I have experienced it all, I have done it all. right? Nope. Of course not, every transaction is different, every buyer is different, every seller is different. We may think that we can coast along and trust that our experience will guide us. But, in reality, we need more than that. We need to have a design to follow.
Each client has a different set of requirements in any given transaction, a design. Only the client knows what they need to get out of that transaction. Only the client can give us the design we need to follow for that particular transaction. A broker must be able to listen to what the clients want. I know, it is not rocket science, it is very basic. So why is it that humans assume we know it all and can coast through on experience. How in the world can a salesperson know what the design is without listening to what the client’s requirements are. Most brokers will say, “duh, I always listen to what my clients want…” but, ask yourself, did the last broker I dealt with listen, truly listen to what my requirements were? What was the outcome?
I would, after over 18 years of selling homes, like to be able to coast on auto-pilot and be successful in my business. If I did that, my business would have dried up a long time ago. Experience is a wonderful thing to have. But it is just not enough, especially in this market. Experience along with the ability to listen is what makes a good broker great. So, let me know what you want to get out of a home sale transaction, and I promise, I will listen and go get it done for you without just coasting on my experience.