Being a Better Realtor Means Putting the Client First

Did you recently sell a home that went for less than you anticipated? Did your commission suffer for it? Did you do all that you could to ensure that the property was valued as highly as you thought it should be? Obviously, if a home sells for less than you anticipated it would – or should – there was more that you could have done to make sure that the buyer valued the property as highly as you thought they should.

Demand more from yourself – and from your client

After spending nearly 30 years in the Canadian real estate market I’m not sure I’ve ever experienced a more competitive period in the home selling sector for realtors. Being in a true “buyer’s market” makes it even more difficult for the selling agent to ask for, and receive, the client’s price. Even so, it seems that there are more agents to compete with every day. So, what must a realtor do to survive, let alone to prosper? It’s time to work smarter – not harder.

For more Tips for Realtors, go here: John Lusink – What are the Keys to a Successful Career as a Realtor?

First, you must always remember that your client, the seller, is your employer. You work for them, and it is your job to get for them the highest value possible. Keeping this in mind, the smart realtor will enlist the help of the seller in building value and making the property as attractive as possible. Tour the home with the seller and make an in-depth, objective evaluation of the property, inside and out. You are the expert they have hired to help them sell their home, so behave like one and evaluate their property professionally.

Next, explain to the client everything you’ve found during your inspection which will affect the valuation of the home – to the prospective buyer. A cluttered home will be unattractive to the buyer. A home that smells like the family pet will frighten many buyers away. Dirty carpeting and chipped tiles will require work on the part of the buyer, which means they are not looking at their dream home. Even an unattractive yard will have the prospect thinking of the amount of work to be done, rather than how pleasant it would be to live in their new home. While it should go without saying that these simple tasks should be taken care of before the home is offered for sale, it is often such details as these that are overlooked by the homeowner and realtor alike under the pressure of making a sale.

Finally, since you are the professional in this relationship, it is your responsibility to make sure the client understands the importance of presentation and valuation. You know the marketplace, your client does not; else they’d never need you. If you do not take your responsibilities seriously, the client will not take theirs seriously either. To be the best realtor you can possibly be, it is in your own best interest to put the client first, and that includes teaching them to help you sell their home, thereby helping themselves.

Here is to an ongoing and successful online relationship…
John Lusink, CCIM, Broker of Record & Managing Partner of Royal LePage York North Realty

Written by johnlusinkcoach

John Lusink, Regional Vice President, Canada Brokerage Operations/Broker, eXp Realty Of Canada, Inc.. A REALTOR® for over 30 years, Mr. Lusink has served in a variety of positions in both commercial and residential real estate from Business Owner to Broker and from Trainer/Coach to Marketing Manager. In addition to previously serving on TREB’s Professional Standards Committee, Mr. Lusink contributed to the Real Estate Council of Ontario’s Discipline and Appeals Committee for five years. Most recently, Mr. Lusink completed a second consecutive term as Chair of TREB’s Government Relations Committee and has been a Director for the Toronto Real Estate Board for the past six years. A Certified Commercial Investment Member for more than a decade, he is also a Certified Business Coach, a Seller Representative Specialist (SRS), Accredited Buyer Representative (ABR) designee and trainer, as well as a Council of Real Estate Broker Managers (CRB) designee and an FRI.

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