National Association of Realtors

As the Broker/Owner (AKA: The Boss) of The Berkshire Group, most of the chats I have with my associates are just that, chats; usually about structuring a contract, or those one minute training moments that have so much value. However, occasionally, my conversations are much weightier, such as the one I had yesterday with an associate regarding a legal dispute over a contract to buy and sell. While the issue was of some significance, it was a particular snippet of our conversation that stuck in my mind. The snippet was “why are you so interested in helping me solve this problem?” I was so interested in responding to that question; I almost missed the significance of the question.

Once upon a time, brokers were responsible for the actions of their associates. That meant, along with multiple hundreds of other things, the broker went to bat for the associate if there was a dispute. I am still laboring under that concept. As another case in point, late last year, when another of my associates was stiffed on a coop commission, I went to bat for her. The hours I spent documenting the case for the attorney, completing the arbitration forms, and attending the hearing with her, were not things I had to do according to the current Colorado Commission rules or state law. I did it because I believe that is part of my job and morale responsibility as the Broker and leader. I believe that much of the consumer’s disconnect with our industry is a lack of interest and active supervision by the broker for the associates in their charge , and I want my associates to have the whatever advantage I can provide to them.

I operate a small brokerage, what is described as a “boutique” in current parlance. That means I can pay attention to what my associates are doing, not to hold them back, but to support them in moving forward, and sometimes going to bat for them. One can make many arguments about the best size of a brokerage and management “span of control” but in today’s real estate world, with sometimes hundred’s of associates operating under a single broker or manager, it is simply impossible for the leader to be attentive to the needs or issues of their associates. There just isn’t time. The question is, who cares, or perhaps, does it make any difference?

Actually, most brokers and their associates really do care. Brokers nationwide are struggling with the economy, just as everyone is, and there are now and will continue to be enormous challenges and changes in the real estate brokerage business. The industry may return to smaller brokerages, more able to make changes quickly to serve their associates and their consumers. Big brokerages will have to retool to cope with financial challenges, and more brokers will play a larger role in the success of their associates. As technology advances, previously high tech costs will become markedly lower, encouraging the transparency that all consumers are demanding. Franchises will become less attractive as the desire to create a Realtors® personal brand becomes more cost efficient, and the cost of franchising becomes prohibitive with reduced profit margins.

It will matter, and make a difference to many Realtors® to have a broker that will provide leadership, currency, support, and the occasional bat; because the average productive Realtor® will, by necessity, have to focus intensely on creating and executing the fewer business opportunities available.

Written by Larry D. McGee, Denver Realtor - Visit Website Sphere: Related Content

I just returned from the Rocky Mountain CRB meeting at the Broadmoor Hotel, where I received my “thank you very much” award for serving as chapter President. Beyond that, the small but vociferous group of leaders in attendance brainstormed ideas on just how to make the Rocky Mountain CRB more useful to the managing brokers. One particularly good idea, which became a theme, was to have speakers from outside the industry speak to us about how to do better the things we do. Great concept, and we will make that happen starting in December. Realtors® need positive technique influence from other successful business models, and the RM CRB Chapter has a plan to make that happen.

Learning from Others

Of more interest to you is my happenstance discovery of a “You Tube” video on the http://www.thephoenixrealestateguy.com blog site. Go there and view the 15 minute video attached to the first entry today. Listen and learn.

Remain Calm

In these challenging times, I hear many Realtors® asking “what do I do to make a sale”. Here are my thoughts:

Please remember that we are in the sales business. We sell a service. Many people still want to acquire houses, and many people still need to sell them. The service we sell is the expertise to join together a buyer and a seller and effect a sale of real property. It is more difficult (but obviously not impossible) today because people are scared and concerned about the economy, politics, war, and their job. The public needs you, as the professional, to be informative, reassuring and yes, professional. Be calm, point out the plus sides of buying a home today, the big one being that prices are low enough to make home ownership possible for many people.

Selling Simplified

Selling is simple. Here is how it works:

1.) Find another person to talk to. (there are people everywhere, just start connecting)

2.) Ask that person about the things that matter, family, occupation, recreation, and dreams (F.O.R.D.). (if you do not care a whit about people, it is difficult to demonstrate genuine curiosity)

3.) Listen. (this is really hard, because we really want to talk. You are listening for clues of change)

4.) Determine if there is a need for the thing you are selling.

5.) If so, sell it; if not, add or make current their contact information, bid a pleasant goodbye, and find another person to talk to.

We have in our home over 30 books on selling techniques, and they all boil down to that level of simplicity. Just 5 things, all 5 of which we learned before we were 6 years old. Somewhere after 6, probably by age 10 or 12, we learned about rejection. That learning experience was painful, and has screwed all of us up since then. Humans hate rejection, and we will avoid it whenever possible. We go to great lengths to find business without actually asking for it, hoping that because of our great technique, people will just line up and beg to work with us. That does not happen often enough to make a living. Rejection will not kill you (it does not feel good, but it will not kill you). Talk to people, you will find business. Really.

Cheese Chasing

Back in 1998, Spencer Johnson, M.D. wrote a very cool book titled “Who Moved My Cheese”. I urge you pick up a copy and breeze through it. It is a short but valuable read. Since our cheese has been moved, both internally and externally, and is probably true that our cheese will never sit still again, you should embrace techniques to help you keep your eye on the cheese.

Written by Larry D. McGee, Denver Realtor - Visit Website Sphere: Related Content