Deb's Lake Conroe Real Estate & Stuff! : Are we in Real Estate or Education?

Are we in Real Estate or Education?

Is a Realtors'® profession Real Estate or Education?

The answer is BOTH. Part, a large part, is the educational process of the customers and clients. To define the positions of Realtors®, and the insignia ®, one of the main duties would be to educate and watch the backs of the buyers. When a Realtor® receives a phone call or email contact from a person looking for a property, what should they do? Should they help the potential client learn about the business? Are Realtors® teaching them what they need to know?Teaching Real Estate

Should the agent say, "sure, I'll show you" or should you say, "May we discuss what it takes to purchase a home?"

Which statement is the right way to go?

There is no need to answer.

Great agents know the answer.

They could run and show the home to whomever chooses to want to see it or they could "QUALIFY" the customer/client and decide the best way to proceed. It is proven that the main way to proceed is to EDUCATE the interested party.

Do agents want to show them something they can't have?
No...

Do agents want to spend their time (which equates to money) showing without qualifying properly?
No...

Do agents want to create "desire" for a home that a client does not qualify for?
Absolutely no...

Do agents want to disappoint their client or customer or waste their time?
Of course not...

Do agents want to send paperwork to a potential lender knowing they have a snowball's chance in "guess where?" to qualify?
Nope...

These are all great reasons to qualify your client!

But, here comes the Key that makes the Real Estate Professional an Educator/Teacher. Once it has been established that the client is qualified to purchase, the work begins.

Remember to Teach the Specifics and the "Protocol of the Process..."
holding your dream in Real Estate

"REALTORS®, hold the desire of home ownership in their hands...not by being able to grant a wish but by "Teaching" the way to make dreams come true!"

 




Deb Brooks, REALTOR ®

 

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Comment balloon 48 commentsDeb Brooks • January 20 2012 08:58PM

Comments

Deb, education is so important, and qualifying buyers is essential to reaching the goal of ownership. I hope you had a wonderful birthday...

Posted by Gary Woltal, Assoc. Broker Realtor SFR Dallas Ft. Worth (Keller Williams Realty) over 6 years ago

Very well put Deb.  I couldn't agree more. 

Posted by Jim Patton, Realtor - Stanislaus & Merced county Realtor. (Century 21 M&M - 209-404-0816) over 6 years ago

Well put Deb.  We must educate our client's so that our time spent will be worthwhile for all of us.

Posted by Debi McKamie, Realtor®/Property Manager (Red Oak Properties) over 6 years ago

Absolutely nailed this one Deb.  Using my last suggest of the day on this one my friend!

Posted by John McCormack, AlbuquerqueHomes.com, Albuquerque Homes Realty (Albuquerque Homes Realty * www.AlbuquerqueHomes.com) over 6 years ago

Thank you Gary, it was a birthday! Today has been a really good day. Hugs to you, my friend.

 

Jim, thank you too! There are so many mistakes we make on a daily basis but there is room for improvement for us all....me, for sure.

 

 

 

 

Posted by Deb Brooks (Brooks Prime Properties Wichita Falls Texas) over 6 years ago

Debi, we are doing a favor for each of us...including our clients! Thank you!

 

John, you are so 'always there" my friend!

 

Deb

Posted by Deb Brooks (Brooks Prime Properties Wichita Falls Texas) over 6 years ago

Deb excellent post , time is money so qualify your prospects well or you may  waste valuable  time with someone who is not able to a buy a house now  or in the near future. (suggest)

Posted by Carlotta Remong (Berkshire Hathaway HS N.E. Prime Properties) over 6 years ago

Hi Deb,

The educational part goes both ways as well, as we share information, we also learn more about our clients, what and how we can best provide the needed information, and also what we need to learn to do better.

Posted by Peter Pfann @ Fair Realty Victoria, BC, Canada. Pfanntastic Properties in Victoria, Since 1986., Talk To or Text Peter 250-213-9490 (Fair Realty, Victoria BC www.pfanntastic.com) over 6 years ago

HA!  I just spent 2 hours today talking with a first time buyer.  We'll see if he can get his pre-approvel (he just bought a car and has a $400/month car note OY VEY).  Excellent credit, great steady job, great income.  But . . .

Your post is right on!  Education about the entire process is important (education including talking with a lender).

Posted by Carla Muss-Jacobs, Principal Broker (503) 810-7192, Buyer Focused ~ Buyer Results (BuyersAgentPortland.com | Portland Metro Exclusive Buyers Agent | 100% Buyer Representation ~ 100% of the Time) over 6 years ago

Good Post, we are contributors to peoples lives by helping them make great informed decisions about where they live, this requires a lot of hats which includes educator and also analyst!!!!  I am suggesting.

Posted by Mary Macy, Top Agents Atlanta Metro (Top Agents Atlanta Metro) over 6 years ago

Carlotta, thank you my friend! Yes, these are rules I occasionally break....it's a sign of the times. Thank you so much,

Deb

My Phanilly! (family) I love you guys! By the way, "you guys" is a northern term here in the states...Linda, I know you are not a guy!!! LOL...it is so good to hear from you. And, you are so very right! The educational process DOES go both ways! I hope your year is getting off to a great start!

Carla!!! Girl, I've had those clients too! "We just bought a new Honda and a new Ford Truck, and new furniture! We are ready to get a house!"  Oh, it's just too late...you know what I mean.

Deb

Posted by Deb Brooks (Brooks Prime Properties Wichita Falls Texas) over 6 years ago

Mary, you are right about the analysing part too! Yep! This is exactly why we are educators! Thanks, Deb

Posted by Deb Brooks (Brooks Prime Properties Wichita Falls Texas) over 6 years ago

Hi Deb -  we wear so many hats and that of an educator is just one of them.   I really enjoyed this post - thanks!

Posted by Susan Emo, Kingston and the 1000 Islands Area (Sotheby's International Realty Canada - Brokerage) over 6 years ago

I always believed that my clients earn a mini-degree in real estate by the time the transaction is completed.  Keeps them coming back - and referring!  Great points!

Posted by Rhonda Leahy (Keller Williams Realty Fayetteville) over 6 years ago

It is part of what I love so much about this business. Helping folks learn about real estate, the process of a deal and ways to ensure success in the long run. Thanks for a great post and great to see you back.

Cal

Posted by Cal Yoder, Homes For Sale in Lancaster PA - 717.413.0744 (Keller Williams Elite) over 6 years ago

I learned a little something about Realtors today.

I never really know what the insignia meant Deb.

Posted by Tom Arstingstall, General Contractor, Dry Rot, Water Damage Sacramento, El Dorado County - (916) 765-5366, General Contractor, Dry Rot and Water Damage (Dry Rot and Water Damage www.tromlerconstruction.com Mobile - 916-765-5366) over 6 years ago

Deb, It is the continued learning first and then teaching others what knowledge we have accumulated, refined, researched and then gave back, that has made this industry flourish.

Great post, you inspire me!

Posted by Ted J. Macy (Top Agents Atlanta Metro) over 6 years ago

garaughty, abstract art, graphic design, WordPress consultant, branding, marketing

Posted by marti garaughty, a highly caffeinated creative type... (garaughty.com) over 6 years ago

We have a similar look on the process Deb.

Posted by Tammy Lankford,, Broker GA Lake Sinclair/Eatonton/Milledgeville (Lane Realty Eatonton, GA Lake Sinclair, Milledgeville, 706-485-9668) over 6 years ago

Deb, I have a qualified buyer, a 3.2MM qualified buyer! However, I send listings often, and updates as well, but he's a doctor and doesn't live local so weeks go by before he sees things. Sometimes I feel is he for real.....but at 3.2 I'll keep working for him in hopes he will buy one day.

Posted by Ellen Caruso (Daniel Gale Sotheby's International Realty) over 6 years ago

Very good point, Deb.  We are not order takers, we are guides.  A buyer or seller is not going to know the market anywhere near as well as we.  We have the responsibility to make their lives as easy as possible by sharing our knowledge of that market.

Posted by Jane Peters, Connecting you to the L.A. real estate market (Home Jane Realty) over 6 years ago

Hi Susan! I love seeing you here. We do wear a lot of hats don't we? Geeze, it shows us just how much we have to teach! We must explain the process from so many steps in our job.

 

Rhonda! A mini degree is a great way to put it. We do have the obligation to Teach each and every step of the buying process!

 

Cal, I love it too. I love having to remain up to date about policies and proceedures. The most satisfying part of my job is when we go to a successful closing. That is when I know I did my end right!

 

Tom, the insignia means that we, Realtors®, agree to adhere to our Standards and Ethics...with this said, it means we are educated enough to teach our clients the right way and the policies of purchasing Real Estate!

 

 

Posted by Deb Brooks (Brooks Prime Properties Wichita Falls Texas) over 6 years ago

Ted, personally I have learned much more from experience compared to the higher education we receive but I am grateful for both! Our knowledge and experience is invaluable!

 

Marti, OMG, I am so honored~Thank you for the feature! Your acceptance is greatly appreciated and desired. We, as Realtors®, have such a difficult, yet rewarding job to do. Thank you so much...and, of course, hugs.

 

Tammy, I am not surprised at all that we are similar!

 

Ellen...you go girl!!! Keep it up. They might even settle for a home under a mil but whatever!!! Great job in my opinion! Keep them in the loop and when they do become serious you will be their choice. Excellent!

 

Jane, you are so right on. We could take 10 orders with seeing nothing from it. Or, we can teach and advise two people and we are likely to get one closing. I so agree with you. Thank you for the comment. It means a lot.

 

 

Posted by Deb Brooks (Brooks Prime Properties Wichita Falls Texas) over 6 years ago

Deb....great post and right on the nail!   Educating buyers about the entire process is soooo important. Suggested.

Posted by Rebecca Gaujot, Realtor®, Lewisburg WV, the go to agent for all real estate (Perry Wellington Realty, Adam Conrad, Broker) over 6 years ago

Hi Rebecca! It's so great to see you and thank you for the read! Anyone that calls us order takers knows nothing about what we truly do...

Posted by Deb Brooks (Brooks Prime Properties Wichita Falls Texas) over 6 years ago

Great post and a wonderful way to explain the need for pre-approval for mortgage financing.

Have an outstanding weekend!

Daffodils at Brookside Gardens IMG_2764

 

Photograph by Roy Kelley

Roy and Dolores Kelley Photographs

Posted by Roy Kelley, Roy and Dolores Kelley Photographs (Realty Group Referrals) over 6 years ago

Deb I think education is a big part of Real Estate, it seems we are always teaching the buyer, the seller and sometimes other agents. Have a great Saturday

Posted by Scott Godzyk, One of Manchester NH's Leading Agents (Godzyk Real Estate Services) over 6 years ago

Deb ~ as we are in the beginning of a new year this is a timely reminder. The education process continues throughout the transaction as we assist our clients with one of the most important decisions of their lives.

Posted by Kristal Wilson, ~Your New Construction Specialist~ (Strategic Sales and Marketing) over 6 years ago
I love the education component of this business.even experienced buyers and sellers need to learn abiut the market we're in NOW, as they prepare to buy or sell a home. In fact, I'm getting ready to teach a segment of a first-time home buyers class in a few minutes.
Posted by Karen Crowson, Your Agent for Change (Coldwell Banker Residential Brokerage) over 6 years ago

Very well put!

Posted by Jeff Harkins over 6 years ago

We play both roles, we are teachers while sales people.

Posted by Luis Iniguez, Search Inland Empire Homes For Sale - Short Sale Agent (Option One Real Estate) over 6 years ago

I prefer to think I'm educating them and managing their expectations at the same time.  We have to play devil's advocate to truly look out for them at every turn.  Best of luck!

Posted by Jan Green, HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN (Value Added Service, 602-620-2699) over 6 years ago

Hello Deb

I have a team of 14 Real Estate agents, and the one thing we all agree on is: we are not  tour guides, and no one gets in our car unless qualified by our Mortgage Broker. If they say that they are already qualified by their bank, we ask them to authorize our mortgage broker to call their bank. Since we implemented this practice about 3 and 1/2 years ago, our conversion rate has tripled. We also found that if a buyer is willing to get qualified, it means that buyer is actually serious about buying; and the second part is exactly what you said, by qualifying, we know what they can afford, and that way we will only show them properties that conforms to their price point. 

Posted by Kamal Salim, A Superior Level of Service ! (Oceanica Realty) over 6 years ago

Roy, thank you for the beautiful Daffodil sir! Certainly brightens my day.

Scott, you have a wonderful day too!

Kristal, it's a whole new world out there isn't it? Even we have to maintain our education to keep up. I wish you and all a wonderful year!

Karen, I love it too although I do come across people that think they know better. I hate seeing people become dissappointed through stubborness.

Jeff, thank you.

Luis, we wear many hats don't we?

Jan, it's a true juggle sometimes. I am sure you are an awsome educator and Realtor!

Kamal, wow! That's impressive. Your conversion rate really does save you time and money too!

 

 

Posted by Deb Brooks (Brooks Prime Properties Wichita Falls Texas) over 6 years ago

Great article and very feature worthy!  I've tried to apply "consultative selling" in my business but it doesn't always work.  Sometimes I need to just sell.  However, there's always the element of education to help guide the decision making process.

Posted by Bryan Robertson, Broker, Author, Speaker (Intero Real Estate) over 6 years ago

Deb - It's so important to educate our clients.  It makes sense, and it empowers our clients.

Posted by Christine Donovan, Broker/Attorney 714-319-9751 DRE01267479 - Costa M (Donovan Blatt Realty) over 6 years ago

We all know what happened to those aboard the SS Minnow when they took the 3 hour tour. We are not tour guides and if we take the time to properly educate and prepare our clients, it will make our jobs easier in the long run. If they want to rush and see houses before they are properly qualified, I won't be the one wasting time on them.

Posted by Jeff Markell, Reverse Mortgage Professional | NMLS 224196 (American Advisors Group) over 6 years ago

Congrats on the feature! Great perspective. I would agree that education is a big part of the home ownership process. Thanks for sharing and have a great weekend.

Posted by Laurie Clark CRB Angel Realty LLC Your Monument Realtor 719-502-6572, Angel Realty, LLC (CRB-CCSS-ASD-HBS-RSD-Denver Short Sale Agents) over 6 years ago

Deb, loved this.  We stop learning and teaching we should close up shop and get out of the business.  This business changes way to fast to stop learning.

 

Posted by Susan Goulding, Northern CA - Tracy & Mountain House Real Estate (Crown Key Realty, Tracy & Mountain House Real Estate) over 6 years ago

Right on, girlfriend! We teach so that they can make educated decisions not emotional decisions!

Posted by Joni Bailey, Your Huntsville / Lake Livingston Area REALTOR® (Berkshire Hathaway Home Services - Anderson Properties) over 6 years ago

Deb:

Educating is one of the important aspects of our job.  I educate sellers extensively, since most haven't sold a property in a long time they need to know all the changes and requirements of selling a home in the litigious state of California.  CAR keeps adding disclosures which must be explained to sellers.  And of course, we have to education them about selling in these days of declining markets.

Posted by Evelyn Kennedy, Alameda, Real Estate, Alameda, CA (Alain Pinel Realtors) over 6 years ago

Though I wear many hats, it seems my primary job is a "Professional Problem Solver"... especially as a Broker Of Record for my company of 19 agents.

Posted by Cameron Novak, Featured Corona Real Estate Agent Team (The Homefinding Center) over 6 years ago

Well said Deb.  We are in fact doing our best to educate in a market where there is plenty of mis-information.

Posted by Gabe Sanders, Stuart Florida Real Estate (Real Estate of Florida specializing in Martin County Residential Homes, Condos and Land Sales) over 6 years ago

Ha!  I also answered both before I got into the crux of the post.  I feel confident that any consumer reading this post will have a smile on their face.  Very nicely articulated, Deb.

Posted by Jason Sardi, Your Agent for Life (Auto & Home & Life Insurance throughout North Carolina) over 6 years ago

These points are ALL on target.  It is so important to educate and qualify the buyer or nine times out of ten, there ends up being many disappointed parties.  Let's give them the education and see if they are able to buy a home or not...then we can begin :)!  Great and well deserved feature :)!

Posted by Brenda Mullen, Your San Antonio TX Real Estate Agent!! (RE/MAX Access) over 6 years ago

Great blog and so true the best consumer is an informed one :)

Posted by Ashley Connolly (Northeast Water Wells Inc) about 6 years ago

Good morning Deb! Here is a great post! I always believe a wisdom that " time is money". Thanks for sharing this excellent post with us!

Have a great day!

Posted by Jark Krysinski *PREC (Personal Real Estate Corporation), TeamYVR Team Leader, BA,ABR,IRES,IMSD,LLB (REMAX CREST REALTY WESTSIDE) about 6 years ago

I've recently started mentoring new agents in my office and I like the concept of educating the clients so they make objective decisions!

Posted by Tracy Santrock, Raleigh - Cary Realtor/Broker In Charge (Fonville Morisey/Santrock Realty Group, Inc. ) about 6 years ago

Participate