Most Realtors do not suffer from lack of confidence. They don’t know all the answers, but they know enough of them to get through the day – a dangerous mindset as the professional is not growing or learning. One of the biggest obstacles facing Realtors is their egos, afraid to ask difficult questions from a client, pretending to know everything for fear of appearing foolish or amateurish. This is not a good recipe for a successful Realtor! The best Realtors understand that it is better to look uninformed for one minute than to be uninformed for the entire transaction. They always begin by asking questions, more questions, and then even more questions to fully ascertain the client’s goals as well as the specifics of the transaction at hand. If it is a difficult transaction – let’s say multiple properties involving multiple parties consisting of numerous investors – if the Realtor is asked a question they don’t know, they have the confidence in themselves (and the team that supports them) that they will be able to get to the right people and ultimately get the right answer.
Asking questions often separates successful Realtors from those who are unsuccessful. Why? Because a professional can only get answers to the questions that they ask. There is always another Realtor or Broker (likely in their company) who could answer their question if they are simply willing to ask. If a Realtor is asking they are learning, if they are learning they are growing, and if they are growing they are directly benefiting their client’s because they are maximizing their client’s investment whether they are buying or selling a home. Anthony Robbins said “quality questions create a quality life. Successful people ask better questions and as a result, they get better answers.” To apply this to real estate: when the best Realtors meet with a client for the first time they ask questions, the average ones spout-off about how good they are and how much better their company is than the other companies. The old saying is that the stupidest question is the one that wasn’t asked. No one wants to work with a “know-it-all” Realtor, and people respect a professional who asks questions or even the person that says; “I don’t know the answer to that, but I know someone that does, let me make a phone call, or I’ll be back in touch with you in the morning.” If the client takes exception to something as simple as this, it might be a relationship that is not beneficial to both parties.
Greg Steinaker – Managing General Partner BanCorp Realty