Today I drove around to some open houses to meet some local Realtors and to see how their business was going, what they're doing to cope with the changes and in general get a feel for their attitudes. Although there was some "Doom and Gloom" speak they we're slightly optimistic and had a 'Hang in there!' attitude.
I stepped back as potential buyers came through the properties and what really struck me was the following:
1. Realtors really made no effort to get to know the future clients.
They didn't actively ask for their names, ask them to sign the registry, or even ask them what they were looking for! I asked not even ask them to fill out the registry, capture their email addresses or anything! I was told: "I used to do that, but they usually dont want to, or they already have someone working with them." I said: "If they are already working with someone, why wasn't their agent with them??".
2. They didnt pick up on verbal cues from the future clients.
One young couple with a 14 month old child asked "Is the seller willing to help with closing costs?". Agent replied "Yes, probably around $10,000". That was the END of the conversation! Why not ask about financing? Are they approved? How far along the process were they? Etc. Client left probably never to be heard from again.
Next was a Father/Son pair. The son commented to the Father "This property is over 7,000 square feet!". The Agent thought nothing of it. Maybe ask the future client "Have you thought about expanding this home? What about the size of this lot do you like"? Anything to start a conversation!
Another observation I made was the complete lack of financial information available to future clients! Also, complete lack of any take-away material branded with the Agent's personal or company info.
In this (and really every) market, we have to make every effort to stand out and to connect if we want to succeed. I have many ideas and tons of materials on this. Please dont hesitate contact me!
