Bob Dunn: Experience Matters

A Brief Introduction:

Abbotsford has doubled in size in since I moved here in 1982. Abbotsford provided excellent schools, attractive home prices, community spirit and solid family values. My one son and three year old grandson live in Taiwan. The time is growing near for me to squeeze my large frame into a airplane seat, endure the seventeen hour flight and meet my grandson for the first time.

I've always sought more education and have a number of diplomas, certifications and a BA from Simon Fraser University. The best education I've received is from the numerous sales training, motivational and personal development workshops I've taken during my Real Estate career. When I'm not working or adding to my Real Estate skills I can found swimming at Matsqui Recreation centre or working out at World Gym.

I love selling Real Estate, but I've also worked as a Strata Property manager for two years and taught the University of British Columbia Real Estate Trading course for two years.

I am now an agent with Keller Williams Valley Realty, Abbotsford, which is the perfect place for me. Of all the places I've worked I've never experienced a company that cares more about their clients and staff.

I am a member of the ALC, Agent's Leadership Council where I am the chair of KW Cares. These are two unique features of Keller Williams. First the non-owner agents sit on a committee which makes decisions that determine the companies profitability and practises. Secondly, KW Cares is a charitable function that puts funds and effort into the community, supports the KW family in time of crisis and contributes to medical research and education. At this time we are collecting funds and goods to support two Salvation Army families at Christmas.

Selling is Stewardship

Selling Real Estate is not about the Realtor it's about the buyer and seller. My customer service is great because of my ability to ask great questions and listen. I always want my clients to do all the talking. It's so simple. How can I help my clients meet their needs and wants if I'm talking about me?

Most businesses are only about the numbers. Maximize revenues and minimize expenses. Real Estate is an emotional business. I could show clients dozens of perfect homes that match their "numbers" and their list of specific items. People do not buy homes until it "feels right".

My job is not to "sell" but to be a guide. Keeping the hard specifics in mind I need a keen understanding of their dynamics and how that fits with the property they are viewing.

Sometimes people fall in love instantly with a house that I know, based on our interaction, is not going to work for them or there are problems that I can foresee. This is when my duty obligates me to say, "...don't buy this house...". Other times I need to say, "...hey, lets look at this again...", when I know the home is a good fit but perhaps they are tired, distracted or frustrated.

This is not selling. This is stewardship. Stewardship requires acting with responsibility and care when a client has entrusted me to help them make a decision that will affect the rest of their lives.

Marketing in Our New Economy

There are only two approaches to marketing Real Estate. The 20^th century approach and the 21^st century approach. Passive marketing versus proactive marketing. Waiting for business to show up or hunting for business.

When I started to sell Real Estate in the 1980's passive marketing was predominant. Put a sign on the lawn, an ad in the paper, hold open house and pray someone calls or shows up. But it worked and the reason it worked was that the Realtor stood between the data bank of listings and the client. Today newspaper readership in the age group eighteen to forty-four is rapidly declining. We get very few ad calls now.

Eight-two percent of home buyers look for homes on the internet. They can view homes on the internet without a Realtor. In the 21^st century I can no longer sit and wait for the buyers to come to me. I must be proactive. I must hunt and find those buyers.

In the 21^st century in order to find buyers I must draw buyers to me not just the property listed for sale. I make 100 phone calls a day, communicate with a large database, knock on doors, and am constantly meeting new people. Today's technology is a great tool but the Realtor who is going to sell your house is the Realtor who has an established relationship with the buyer of your home.

You do you want to sell your home? A Realtor who sits and waits for the buyers to show up or someone like me who proactively HUNTS for the person who will buy your house.