An old friend took me to lunch a couple of weeks ago. She was thinking of taking the Real Estate course and wanted to talk to me about the business.
This happens from time to time. I never know what to say so I just answer their questions. I certainly can't comment on their possible success or failure. There is no formula. Fact is, the success of some defies logic and common sense.
But I do tell them that over the years, I've simplified the process. I've reduced the business to two activities. I listen for what the client wants. Then I make sure I get it for them.
This requires much more skill than one would think. The listening part is particularly difficult for many. The ego gets in the way.
A good agent will often know what a client wants before the client. For example, a client told me she wanted an old Victorian but then proceeded to list features that were common in new homes. She was born and raised in suburbia and was accustomed to having closets in every bedroom and lots of bathrooms. So we went out to view houses one day and I showed her a few Victorian homes. This era built homes with few closets and fewer bathrooms so she wasn't impressed. At the end of the tour, I added a newer home that had just been listed and of course, she fell in love with it.
Lo and behold, she bought a new house.