A new buyer calls you about a property for sale, and they want to go see it, now.  What do you do?

Before you answer; think for a minute.

Your answer will tell me whether you are a “chauffeur,” or a REALTOR® whose interest is to become for your clients, their trusted advisor in real estate. (In Alaska we talk about sled dogs and who is the leader of the team. Versus the back of the pack.)

Is there a difference? After all, you say, if you don’t agree to meet or take the person to the property immediately they will just call someone else! Right?

Not in my world!

First, ask yourself these questions (and please be honest):

·         What percentage of the time that you stopped everything and met someone at the property, did they buy that property?

·         What percentage of the time that you stopped everything and met someone at the property, did they buy any property from you?

·         What percentage of the time that you stopped everything and met someone at the property, did you find out they were working with another agent?

·         How often by taking someone out did you miss or were delayed on important deadline for a client?

OK. I may concede that there are times when it works out just fine; initially.

However, my world of real estate is based on me earning and fulfilling the position as the “trusted advisor” for my real estate clients; which means that I earn their trust and business and that of their friends, neighbors, business associates and acquaintances, for a lifetime.

How do I define “trusted advisor”? I define “trusted” as a relationship of reliance and “advisor” as a professional who helps clients deal with various real estate issues or an expert.

Now, you starting to understand the difference between a REALTOR® who is the trusted advisor for their clients, versus the agent who drives people around to look at properties for sale.

In the coming weeks, I will discuss the differences in the practices for each, giving you tips and advice on how to change the way you work, to benefit from becoming a real estate trusted advisor.

Stay tuned!