"CHAFF!...SCHMAFF!"...A bad attitude or just a better way of doing business???
I don't know about you but I want to be recognized as the Wheat, not the chaff!....I want to be the person who is recognized for the "focused" approach, not the laid back, non-communicative attitude that homeowners complain about today....I would rather be the agent who needs to make marketing, market research data and feedback their focus.
Homeowners want full attention; they want and expect expert market data. They want and need focused attention. They are seeking the agent who treats them as their sole client. When it comes to their searching for a qualified agent for their property, they are looking for the best, not the busiest! They are looking for the "WHEAT"...not the "chaff"
A while ago, I wrote a post and it was featured here on AR. "SIFTING THE CHAFF FROM THE WHEAT"....The LATEST trend in real estate sales???
Since then, I have noticed the trend toward the seller who is picking an agent who is NOT the busiest when it comes to getting a listing....why? Apparently, when the seller is looking to list his/her home, they are looking for the agent who is less overwhelmed by loads of listings and one who is really available...they are tired of the busy agent who puts them off to their assistant....who never does the necessary follow-up with the owner and leaves them in the dark about showings and feedback!
Today's sellers are looking for the fresh approach of "focused marketing"...a well researched approach to the listing itself and an area, with very few interferences to getting the job done! They want communication; they want feedback on a weekly basis. They want the reasons a property isn't selling if it's not, and they want answers as to what needs to be done.
So, in the category of "Chaff" I put the busy agent, overwhelmed by his work load and not focused on one thing--just a lot of stuff......the agent who has forfeited his responsibilities to other agents who do his "grunt" work for him! ...the agent who has no time to spend on learning about an area or gaining local expertise.
In the category of "Wheat" I put the agent who is focused from day one; An agent who is focused on the correct --the accurate market data and the idea that this listing is the most important thing they are doing right now; the agent who will then carefully and in detail, communicate this information back to the owner. As I mention in my first post, the "chaff" agent has no clue that they are not the best.---They think they are, and they come from the premise that every seller wants them to work for them--to take the listing and just cram it into the buying public's awareness.
This is no longer a viable reality---it may have been in a time when houses sold no matter who listed them. Those days are gone and with them, gone are the agents who operated from this premise---gone are the agents who just list, list, list with out thought as to the area and their local knowledge.
Local experts are the "Wheat" agents who are making waves now...the agents who never go after listings that they have no intention of working on. Local knowledge is the key now to getting the homeowner to believe in them and their work---to then hire them because they believe that "Wheat" agent will get it done for them.
More and more there is a theme developing: Real Estate Professionals need to be a local experts. They need to be focused on the area within which they work to the degree that they become "expert" at all the current events and attractions that make an area special. They must become the local expert to get the business, meager or abundant, that is out there waiting for their talent.
DO YOU HAVE WHAT IT TAKES TO BE A LOCAL EXPERT? ...TO BE A FOCUSED AGENT WHO IS WELL RESPECTED FOR THE HARD WORK AND KNOWLEDGE THAT YOU IMPART ON A COMMUNITY???
BE THE WHEAT!!!
**ALL INFORMATION AND CONTENT IN THIS BLOG IS ORIGINAL TO PAULA I. HATHAWAY
Paula I. Hathaway, Senior Vice President, Douglas Elliman Real Estate
Southamtpon Village Real Estate Specialist since 1995; Also Specializes in North Sea, Noyac, Water Mill and Bridgehampton, New York
Diamond , Gold and Chairman's Circle Awards; Top Producer since 2005
Click here to see my Hampton's website to see all my listings; please email me or call me for all your real estate needs in Southampton, Bridgehampton and Watermill: http://www.elliman.com/paulahathaway
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