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Realtors and Clients – People buy from People

In the last post, I mentioned the phrase “people buy from people” and I think this is a subject worth digging deeper into. According to realtor.org, 90% of buyers use the Internet to conduct their home search. Clearly the Internet has been widely embraced by the real estate buying public, but does this mean the entire sales process will go online? No – in fact, the opposite is true.

Technology’s Effect on Your Clients

The net effect the Internet and other technologies are having is to produce a more informed, educated and sophisticated client. This is a client that not only has a deeper  knowledge of real estate but has also more choices and

elevated expectations. Today’s client knows the right questions to ask, the right deals to seek and has a much higher perception of the skills his realtor possesses.

The Internet has been called “The Great Equalizer” because, in theory at least, it provides equal and unlimited access to information to everyone. In some ways this is positive and in others, it may be a negative. While information is generally helpful, information overload or inaccurate information can lead to a poor decision. It is important to draw a distinction between data (plain facts or raw data) and information (data in context that adds value). This is where the Realtor has an opportunity to be unique and set themselves apart from the crowd.

Differentiating Yourself

Because of “The Great Equalizer”, most Realtors experience the same net effect from the role the Internet plays. So two factors determine differentiation. The first is one’s reaction to the new technologies. For example, the realtor who has systems and processes in place to leverage the newest technologies will have an obvious advantage.  The second, and most important, will bring us back to the fundamentals – people, sales, listening and creative skills. The environment the game is played in may have changed but the rules remain the same.

“People buy from People” - so defining, refining and growing yourself in your chosen craft remains the surest path to success and prosperity. If you are keeping up, they will find you using the web. But what you do with them once they find you has little to do with technology and much to do with your personal skills inventory. Your goal is to engage your client, understand his/her needs and desires and put together a strategy that delivers results. The conclusion here may be “the more things change, the more they stay the same”.

One Good Idea

don’t miss  this…

So, here is one good idea that blends technology, fundamentals and supports the “People buy from People” philosophy. Attend a Hot Properties Event where you can creatively feature a unique property you represent, connect with other PEOPLE and differentiate yourself to your buyers, seller and peers. Hot Properties has been called the “speed dating of real estate sales”  and its all business, high energy and fun. If your curious or ready to be “different” click the link to learn more and make a reservation.

Tags: hot properties, real estate, real estate bradenton, real estate marketing, real estate sarasota

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