Patti Gabrielse

Realtor jobs and realtors who have experienced years in the real estate business. . . my, haven't things changed!

Isn't it so true - what goes around comes around? And yet, as much as things change, things stay the same.

Let's look at what needs to stay the same and what needs to change. The last time I checked, the real estate business was about helping people. Realtor jobs are about building strong and genuine relationships with people and helping them with their real estate needs. The "best of the best" realtors have conducted their real estate business with an "others focused" mentality. This is how the real estate business has not changed and will never change. Realtors who "get this" will always thrive because their foundational focus is correct. (Help me out here, Who said it - "it's about the people, dummy!" ? Carnegie, Covey?). Anyway, we chose this business to help people with their home buying and selling needs. One change that must happen is this: As the pulse of the market and its conditions change, realtors need to keep their business expertise current . This requires learning new things and adapting to what the market gives us. Whether a home purchase or sale is a "normal" one, or a foreclosure, or short sale situation, people need help with their real estate transaction. It still is about the people however; things have definitely changed in some ways and realtors who don't embrace the change may not maintain their value and survive. (The good news is. . . realtors who dedicate themselves to their clients and to the business will come out on the other end in really good shape). So, we understand that the basic foundation of the real estate business has not changed. Let's explore some other real estate business practices that have changed in addition to how realtors must change in their learning and adapting to the market. Today, the way we meet, communicate to, and build new relationships with people is drastically different than even 5 years ago. Since our business plan and goals are based on numbers (of people in our COI, of closed units, of total sales volume, etc.), and with the market numbers being down, it's critical that realtors focus their activities on prospecting to meet more new people and build solid relationships with them. To do this, Realtors have to go where the people are . Two words - Social Networking. What used to be for social connection only has become a primary business networking strategy that is highly successful. I'd encourage you to get in this real estate sales"game". (As I'm writing this, so many of our outstanding executives come to my mind. I see vivid pictures of how they are successfully growing their real estate sales businesses with "cutting edge" realtor tools that they command and direct while at the same time, are careful not to neglect the foundational "constants" of the real estate business.) A final aspect of change in this blog is: How realtors manage their real estate business. I remember when the MLS system was on 3x5 note cards that my Father would carry around in his shirt pocket. That was even before the "big books". I remember in order to show 1 house to a client, a realtor had to go to the listing office to get the house key (there was only 1 key and it was kept in the listing office). Literally, a realtor had to go to the listing office, get the key, take the client to the house and show it them, and return the key to the listing office. If you had a client wanting to see the same house, you waited! So, with our new, improved systems, some of the changes in real estate have been very good. Realtors have a plethora of tools and systems available to them to make their real estate business function efficiently and effectively. But,with improved universal systems comes a need for Realtors to learn and change to them for their real estate business management. Yes, some realtors may be "kicking and screaming" as they adapt to the changes (I know a few!) but it's non-negotiable. If you want to last in the real estate sales business, you become an expert juggler of the two life-lines - relationship building that doesn't change and professional growth that does change. To end, if asked my opinion, I'll always revert to "it's the people". A credible, capable realtor will always have an abundance of clients that will be patient, understanding and overlook their shortcomings. This is due to the one thing that will never change in real estate - the price and value of a trusted, personal advisor can't be replaced. You build the relationship and they'll stay with you! That's "back to basics". Now go out and be fabulous!

Realtors that have a unique composite to last through every real estate sales market - good, bad, and ugly.

Which realtors will last? I've been thinking about this a lot lately. Although the title of this post may sound depressing, it's really meant to be encouraging. In my years of management and coaching with realtors, I've been able to see which realtors have the unique composite to last through every real estate sales market - the good, the bad, and the ugly. And, growing up in the real estate business, I have second-handedly (and first-handedly!) lived through every real estate sales market since 1960. What I have found is real estate sales markets change and shift but the realtor survivors and "succeeders" don't. They have a composite which doesn't change all that much. So, which realtors will last? Realtors with developed "character" and who have embraced their real estate sales business as a bonafidebusiness. The two go hand in hand. A successful business requires an owner with unique character traits. The good news is that these traits can be learned, developed, and mastered by any realtor. Picture the perfect business owner and jot down the character traits that flood your mind. A few of mine are. . .self-led, accountable, kind, involved, estute, responsible, and "others-focused". It's my opinion that true success is found in character. A realtor who is good in character will succeed through any real estate sales market - the great ones and the challenging. "It's not the real estate sales market that makes the realtor, it's the realtor who makes the real estate sales market" - by adjusting (the plan if needed), looking (for opportunity), changing (strategies), but never compromising their character, their "true north". A person's character will destroy or promote them. The realtor with the strong, good character will last! Not only will they last , but they will survive and thrive because character is the determining factor for success. One of the joys of my position is to partner with realtors and be their advocate - whatever that means to them, personally. That definition or interpretation can vary from realtor to realtor. I believe that every realtor can succeed! It's rewarding for me to have the opportunity to sit down with realtors in real estate business strategy sessions and find out what steps they can take to be more successful, and then support them in those action steps. It might be working to strengthen a particular character trait, or knowing how to work a sphere of influence more effectively for a greater result - either way, it's my pleasure. Did I mention how blessed I feel to be at a company and office where everyone is a winner in my book ? Everyone's a "character"! :)

Real estate sales is a wonderful way for realtors to do a "heart" check.

With my realtor job as a Broker, I have a pretty long drive to work daily and that gives me a lot of time to think.

This morning on the way to work my thinking grew out of a sales training email from Mac Anderson with Simple Truths that I received yesterday. It was an outstanding illustration of "surprise and delight" customer service. After I read an excellent piece, I try to find ways to evaluate my (our) performance in light of it and also apply the principles to myself, my agents, and our company. This piece caused me to take a deep look at our motives as salespersons and more specific to me, as Brokers (whose realtor jobs are the same as realtors, the audience is just different). Genuine customer service that "gives before you get" comes from the heart. Servant-leadership that puts others first, comes from an attitude of the heart. When the motives of our hearts are pure and honest in real estate sales, people can see it. Whatever our motives - good or bad, people can see them. When people have a positive experience with their realtor it's because they have experienced a person that is conducting their business with the right "heart" which keeps the client and their needs in first place throughout the entire transaction. It's a realtors heart that creates raving fans and ultimately grows their business. Sappy? Not at all. If the real estate sales business only dealt with innate objects, maybe, but when there's a heart or two at the other end of the deal. . . our success in anything with people will always be found in the heart of the matter. P.S. One of the training tracks we offer at Realty Executives of Kansas City studies behavioral styles and personality profiles in order to best understand the people that we have an opportunity to meet, build relationships with, and serve in real estate sales. Let me know if you're a realtor who would like some materials on the subject. Or, I'd be glad to consult with you personally on the subject.