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Heading to a Realtor Convention?

Oct 27, 2011

Posted by

Charles Dahlheimer

Recognized as one of the industrys leading visionaries, Dahlheimer is publisher of The Real Estate Professional magazine and The Real Estate Executive Summary.  He co-authored Real Es Read more


A recent visit to a state Realtor convention revealed what might be a disturbing trend—and one that savvy agents can turn to their advantage.


Classes on contact manager programs and techniques enjoyed a strong attendance.  Classes on agent tax advantages filled.  But classes on extending the relationship with buyers and sellers echoed from the emptiness within the classroom.


But most buyers and sellers are not interested in the fact that their agent (lender, builder, etc.) has a dynamic contact manager or an awesome personal coach.  These are undoubtedly essential tools for most professionals’ personal growth.  But most buyers and sellers are interested in what the agent can do for them!


A focus on tools that will fill consumer needs will ultimately also serve the agent’s needs.  And the competition for serving the real client needs is actually very limited.


What can we do to help our sellers “stage” their homes for better showings?  What advice can we provide that will help them secure the best financing possible?  Are we aware of the new “job loss protection” programs that can help keep them out of foreclosure?  Look for classes about such topics when you attend the conventions.  You may not find standing-room-only crowds attending, but you’ll be among some of tomorrow’s most successful agents!