Like this article? PLEASE +1 it! Evan Signature
Evan Carmichael Top Header
Share for a Cause









Realtors Only...Vocation, Vocation, Vocation

Written by: Gary Silverman

Article Overview: Over the past eight months I have been observing and consulting in the Real Estate industry. I have the utmost compassion for their state of affairs and the struggle that many have had during the ongoing downturn in the industry.

Free Download - Is Your Company Committed to Their Long Standing Traditions? By Gary Silverman
Name: Email:

Realtors Only...Vocation, Vocation, Vocation

For the most part I have been disappointed with my findings. I have shopped numerous New Home Communities staffed by either independent broker firms or builder employed agents. I found very little difference between the two staffing models. I have also shopped and observed re-sale realtors. They weren’t much better. About 20% still do an admirable and professional job while providing a good service.

Here are my findings on the New Home Realtors:

Poor people skills
Little if any rapport building
Lazy...stuck to the chair
Unenthusiastic
Riddled with excuses
Reactive versus proactive
Poor product knowledge
Poor presentation skills
Quick to judge, slow to qualify
Very little perseverance
Poor if any follow-up
A lack of training and daily management
High turnover
Drives a big car

Here are my findings on the Re-Sales Realtors:

Show too many houses, thus confusing the prospect
Don’t preview homes before showing them
Fail to tie their prospect to them
Don’t know enough about their prospect or their buying motives
Will point to a kitchen and say “This is the kitchen”
Are not prepared to answer the most obvious questions. True remark overheard- “What school district is this home in? I’m not sure, you could look it up on the internet.” Nice!
Are late for appointments
Schedule showings too close to one another
Don’t call when they are going to be late
Cancel appointments
Don’t advise of the cancellation
Don’t get effective feedback from their prospect. This would assist the listing agent in better positioning their listing for sale. Type of feedback- “The prospect said they didn’t like the driveway.” What?
Don’t work as a team with the other realtor on the deal.
Don’t return calls
Don’t return e-mails
Don’t return voice mails
Don’t return text messages
Drives a big car


You may feel I am being too cynical or sarcastic but I have the stack of shopping reports to prove it. The Real Estate Professionals enjoyed a prolonged period of prosperity with rising commissions as a result of rising property values. It is my assumption that the “easy life” effected their current drive and motivation. They need to blow the dust off of their innate skills and abilities and get back to the basics.

Related Articles
  Vocation, Destiniy and Work
  LEADERS PROFOUNDLY SAYS VOCATION = VACATION.
  Personal Branding Is All About You
  The Universe is Calling - Will You Heed the Call?
  Landscape Your Way to Success with a Metaphor

Home > Sales > Gary Silverman > Realtors OnlyVocation Vocation Vocation
Article Tags: appointments, big car, buying motives, cancellation, home communities, home realtors, independent broker, perseverance, poor presentation, presentation skills, product knowledge, professional job, prolonged period, prosperity, real estate professionals, schedule showings, stack, text messages, turnover, voice mails

About the Author: Gary Silverman
RSS for Gary's articles - Visit Gary's website

Based in Atlanta, Gary takes a unique and innovative approach to the daily realities of the business world. A contrarian and eternal optimist his spin on life is always entertaining and thought provoking. With over 25 years as a top executive in the Retail Automobile Industry, Gary is no stranger to cyclical businesses. He focuses on simple solutions with proactive change, always looking for opportunities to expand the business within the business. As a trainer and seminar moderator, Gary tailors his message with a common sense approach to problem solving. Always committed to team building and personnel development, he manages with an eye on reducing turnover by creating an environment that builds a bank of promotable employees, believing this is the most effective way to advance a company to the next level. For the past three years Gary has been committed to measuring the “Customer Experience”. There is more to learn from prospects who are NOT buying from you than those who are. His analysis has been an eye opener to his clients which leads to extensive changes in the way they do business.

Click here to visit Gary's website Dashed Line

More from Gary Silverman
Social Disease
The Best of TimesThe Worst of Times
Wasted Away in Businessville
Your CUSTOMER Satisfaction Is Tied To Your EMPLOYEE Satisfaction
Leverage Your Strengths Fire your Weakness


Related Forum Posts


Recommended Article for You close

  Vocation, Destiniy and Work

Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.



Featured Article


Bottom Footer
Share for a Cause












Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Name:
Email:
Popular Articles

How To Improve Your CTA (Call To Action)

How to Develop Your Powers of Thought.

The Right Job - Part Five 'Compensation'
Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.