For most people my guess is that your career looks a lot more like ‘Grey’s’. ‘Grey’s Anatomy’ doctors dash from patient to patient, put in long hours, and never know from one day to the next what’s in store for them. ‘Private Practice’ doctors set appointments with clients, they never discuss discounting their fees, they take vacations, and they always know what their schedule looks like.
In real estate, we often tend to be RE-active instead of PRO-active. We allow our customers to dictate our schedules and then complain because we have no life. And thanks to the internet, we even allow our ‘patients’ to self-diagnose by telling us what homes they want to see.
The internet should be one of our tools, but not one that replaces the value we bring to the table. Can you imagine going in to see a doctor and saying, ‘Doc, I saw an ad on TV that I think will treat what I think I’ve got so I want you to write me a prescription.’
No sane doctor would do that. She would ask questions, run tests, and do her own diagnosis before prescribing anything. But we allow our customers to call us and demand to see a home right then that they have found, and expect us to jump and run for them. Other professions don’t operate that way. And top agents don’t either – if they want to have a life.
The doctor/patient relationship is a good analogy. There are three parts to setting the proper relationship with customers:
- Ask lots of questions and explain why you are asking (just like a doctor making a diagnosis)
- Have a system in place so that you make sure you treat everyone the same (provide handouts to every customer explaining how you work)
- Always hold the first meeting with the customer at your office (again, just like a doctor)
I developed a Buyer Interview form that I have used and taught for years to avoid forgetting to ask something important. I recommend using it with every single buyer. I suggest agents develop handouts that look professional and explain the buying process so that they establish a habit of covering all the bases with each person. Finally, meeting the buyer at your office sets up the image that you are a professional, just like other professions.
So how about we run our own ‘practice’ like those glamorous folks on TV? We let our ‘patients’ know what to expect, how we operate, how the process works, and we do our own diagnoses.
Then maybe we’ll see a show about a bunch of beautiful people who sell real estate for a living. Ooohhh! I can hardly wait. I hope Catherine Zeta-Jones plays me!
p.s If you’d like a copy of any of my forms, please email me and I’d be happy to send them out!
Guest Blogger: Crissie Cudd
email: CrissieCudd@WatsonRealtyCorp.com
website: CrissieCudd.wordpress.com
904.254.0980
