TOP Three Considerations For Choosing Your Realtor®

By
Real Estate Agent with Century 21 Liberty Homes RS-#62825

We all tend to grasp a few things along the way to incorporate into our business model.   There are some pointers we can use and some we keep on the back burner for another time.  Who knows when we'll be able to utilize them with a potential client.

Preparing a listing presentation or a buyer packet is surely an art. I prepare each and every one with care, consideration and geared specifically for the client. I try to make it interesting and attach a cover letter, graphs, articles I've written and loads of information.

I recently added something to the presentation/packet that I really got a kick out of. It was one simple sheet asking "What are the top three considerations that are important to you in selecting a Realtor®? 

I've asked them face to face every single time I've had a meeting,  but there was nothing more profound than watching them discuss together and then with me and then writing it down.

When is the best time for me to present this to the potential client?

  1. Listing appointment:  After going through the property step by step and getting feedback from the Hawaii Home Seller about highlights and upgrades and talking with them about their needs/wants, comps, pricing and so forth.  Then we sign the listing agreement.
  2. Buyer appointment:  After going through their options, criteria for a home, talking with them about their needs/wants and getting feedback from the Hawaii Home Buyer  and before setting appointments for showing appointments.

It's a great discussion to see where my potential client's thinking is...and an enlightening experience of what they actually thought about that first initial meeting with their Hawaii Real Estate Professional. More often than not there are usually these same answers but worded differently:

Communication.

Listening to their Needs.

What I will do for them.

~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ 

Celeste "Sally" Cheeseman is a Realtor-Associate with Century 21 Liberty Homes in Mililani, Hawaii. With a sharp understanding that a listening ear is the key to a client's needs  she serves all Hawaii Home Buyers and Sellers on the island of Oahu (Honolulu County) including all Hawaii Military Relocating to Hawaii, Hawaii Retirees, Hawaii Job Transfers and Hawaii Residents.

Website: www.hawaiihomesmarket.com

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Celeste "Sally" Cheeseman  is a Realtor-Associate® and Certified Residential Specialist (CRS) with Century 21 Liberty Homes in Mililani, Hawaii. With a sharp understanding that a listening ear is the key to a client's needs  she serves the island of Oahu (Honolulu County) and all Hawaii Military Relocations, Hawaii Retirees, Hawaii Job Transfers and Hawaii Residents, Home Buyers and Sellers.

 

 © 2007-2014 Celeste "Sally" Cheeseman's

Hawaii Real Estate and Relocation Blog.

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Re-Blogged 1 time:

Re-Blogged By Re-Blogged At
  1. Lori Bowers 09/09/2010 04:26 PM
Topic:
Real Estate Sales and Marketing
Location:
Hawaii Honolulu County
Groups:
Club Chaos
Diary of a Realtor
POSITIVE ATTITUDE for the Weary Soul
Realtors®
The Art Of Marketing You
Tags:
business tips
hawaii home buyer
hawaii home seller
hawaii real estate professional
listening

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Rainmaker
252,752
Kathy Denworth
Century 21 Schwartz Realty - Islamorada, FL
Realtor in the Florida Keys, Islamorada, Key Largo

One of the early tips I had in my career is to ask them what they are looking for in a Realtor and let them talk. Then just give it back to them. I call weekly, I don't call weekly, I wear pink on Tuesday, I never wear pink, just don't go to far from your comfort zone or you'll have a disappointed seller.

Sep 09, 2010 02:36 PM #1
Rainmaker
1,370,813
Andrew Mooers
MOOERS REALTY - Houlton, ME
Northern Maine Real Estate-Aroostook County Broker

Picking a REALTOR....you sense one is more little red hen work, having more sales, has more experience, you connect and sense they hear you, know the mission and can get you to the closing table with a sense of trust. Marketing and pricing the keys in any selling or not.

Sep 09, 2010 02:38 PM #2
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Richard Weisser
Better Homes and Gardens Real Estate Metro Brokers - Newnan, GA
Richard Weisser Coweta Newnan Homes for Sale

Sally...

I agree that most potentials would list some permutation of the three considerations that you listed here!

Sep 09, 2010 02:38 PM #3
Rainmaker
676,352
Mary Yonkers
Alan Kells 1-814-881-7548 - Erie, PA
Erie/PA Real Estate Instructor

Sally,

I like your approach so much that I will share it with my new agent group.  I have always asked the question and listened to their answer, but I think it good to write it down in front of them as you do because it confirms your agreement with their wishes.

See you soon....

Sep 09, 2010 02:52 PM #4
Rainmaker
591,126
William J. Archambault, Jr.
The Real Estate Investment Institute - Houston, TX

Sally,

"What are the top three considerations that are important to you in selecting a Realtor®?"

Great question! What makes you think the consumers have three questions?

I'd bet less than half have even two questions.

It's sad, but I'd be shocked at any question beyond "What do you charge?"

When I opened my first two companies I worked out of a law office for the first seven years. What amazed me most was that people calling my partner in one of the firms looking for a lawyer questioned him extensively.

What surprised me even more was that most of those potential clients needed an attorney for comparatively trivial amounts, almost never approaching the value of their homes.

Yet, for the biggest purchases of most peoples lives they'd hire or use the first pleasant REALTOR they'd meet, or their sister's best friend's second cousin twice removed!

It's not much better today!

What ever the consumers ask, tell the truth! No one likes scripted answers.

I think a better question would be directed to the Professionals!

"What are the top three considerations that are important to you in accepting a client?"

Bill

Sep 09, 2010 03:11 PM #5
Ambassador
1,029,553
Celeste "SALLY" Cheeseman
Century 21 Liberty Homes - Mililani, HI
(RA) AHWD CRS ePRO OAHU HAWAII REAL ESTATE

Bill: I ASK the potential seller/buyer what are the three important things in selecting a Realtor®....not what three questions they have. I want to know what they think is important in their choosing an agent to represent them. So LISTENING is always key to finding out what their wants and needs are....and a give and take discussion equals communication.  In any event, finding out what they believe is important give ME an idea of what kind of people I'll be dealing with. No matter what...I can adjust to the situation...just as a chameleon does to the market. :) :)

Thanks Mary!  I like being able to give a bit of insight...as I like to read much on AR and get some from others as well....look forward to your visit to Hawaii soon!

Richard: And I KNOW..you are up to par with all for your clients!

 

Sep 09, 2010 04:55 PM #6
Rainmaker
591,126
William J. Archambault, Jr.
The Real Estate Investment Institute - Houston, TX

So our pistachio is a chameleon, humm.  8>)

I know what you ask. I'm just cynical skeptical.

"So LISTENING is always key to finding out what their wants and needs are....and a give and take discussion equals communication."  Exclent, even if I'm right a good listner will get your answers!

Bill

Sep 09, 2010 05:07 PM #7
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Celeste "SALLY" Cheeseman
Century 21 Liberty Homes - Mililani, HI
(RA) AHWD CRS ePRO OAHU HAWAII REAL ESTATE

Kathy:  That's why I wrote this...because I always ask....but discussing and writing it down just seems more....front and center for all. :)

Andrew: I think I like my approach...the personalization and getting to know one another through discussion and finding out what's important. If they listed pricing, marketing, etc. then I would know that they are focused on that. If they are buyers and listed a good driver or something else I would know. Bottom line...we get to KNOW what the CLIENT needs through listening. That will always be my main concern. How will I know unless I listen?  :)

Sep 09, 2010 05:33 PM #8
Ambassador
1,029,553
Celeste "SALLY" Cheeseman
Century 21 Liberty Homes - Mililani, HI
(RA) AHWD CRS ePRO OAHU HAWAII REAL ESTATE

Bill: Oh, yeah...I forgot...this pistachio changes too :) :)   For sure! LIsten and you shall hear haha

Sep 09, 2010 05:34 PM #9
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Jeff Belonger
Social Media - Infinity Home Mortgage Company, Inc - Cherry Hill, NJ
The FHA Expert - FHA Loans - FHA mortgages - USDA loans - VA Loans

Sally./. I like this kind of presentation. I read Bill's comment.. in my opinion, who cares if someone has three considerations or questions.. etc, etc.. even if they have 1 or 2... you are putting it out there.. planting a seed.. and making others think... this can create a bonding relationship and also create conversation. Overall,..as you stated, it's a great way to see where your potential clients thing is or goes.. this is good, I like this.

jeff belonger

Sep 09, 2010 11:57 PM #10
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Celeste "SALLY" Cheeseman
Century 21 Liberty Homes - Mililani, HI
(RA) AHWD CRS ePRO OAHU HAWAII REAL ESTATE

Thanks Jeff....I like support :)  In any event, I had a really great time with this the other evening....and it enlightened me on a job well done :)

Sep 10, 2010 01:14 AM #11
Rainmaker
137,111
Vicki Lloyd
The Real Estate Professionals - Lake Forest, CA
(949)457-0281, Lake Forest and South Orange County, CA

Sally -

I really like your approach.  I have often started with "what are your biggest concerns?" or "what are your expectations?" but I like your phrasing better.  The goal is to get them to actually think about what they are doing and hopefully being able to present yourself as someone who is really going to listen to them, and solve their problems.

 

Sep 10, 2010 02:05 AM #12
Rainmaker
1,635,350
Dorie Dillard
Coldwell Banker United Realtors - Austin, TX
Realtor-Canyon Creek- NW, Austin TX Homes For Sale

Good morning Sally,

I actualy have that question for my clients to fill out also. It's amazing how many times they write "Are a good communicator." Listening is the key to finding out their wants, needs and desires. Followed by a good interactive discussion equals good communication!!

Sep 10, 2010 06:42 AM #13
Rainmaker
56,214
Patrick Canavan
Keller Williams Realty - Yorba Linda, CA
Orange County Real Estate Voice

Hi Sally,

I would normally ask those type of questions but I will rob your idea and slip it into the listing presentation also.

Patrick

Sep 10, 2010 11:32 AM #14
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Celeste "SALLY" Cheeseman
Century 21 Liberty Homes - Mililani, HI
(RA) AHWD CRS ePRO OAHU HAWAII REAL ESTATE

Hey Patrick...glad you can use it...and nice seeing you!

Dori: Insightful, yes?

Vicki: I actually got this from notes I took in a CRS class. Better yet, put it into a simple platform to present.

Sep 10, 2010 12:32 PM #15
Anonymous
Anonymous
Anonymous

These are some excellent points to consider, Celeste.  I look forward to reading more of your postings.  Your insight is invaluable.

Sep 11, 2010 08:15 AM #16
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Barbara-Jo Roberts Berberi & Corinna Birgit Cromartie
Charles Rutenberg Realty - Palm Harbor, FL
Palm Harbor & Dunedin FL Residential Real Estate

Sally - Listening is so important! So often I hear clients say that they were working previously with someone else who just did not listen to what they said their basic criteria was for a home. Yes, listening is right up there on top!

Sep 13, 2010 12:13 PM #17
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Jeff Dowler CRS
Solutions Real Estate - Carlsbad, CA
Carlsbad CA Homes for Sale (760) 840-1360

Sally - This is a terrific short list to ask buyers and sellers. I have a longer checklist I share with folks to help then focus their thinking on what's important to them (as buyers OR sellers) but this makes a really good face-to-face focus of discussion. Communcation seems to always be on the list no matter who you ask. It makes sense.

Jeff

Sep 14, 2010 12:13 AM #18
Rainmaker
217,670
Joan Mirantz
Homequest Real Estate - Concord, NH
Realtor, GRI, CBR, SRES - Concord New Hampshire

I do believe Communication...by all parties is the biggest necessity!

Sep 14, 2010 01:27 AM #19
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Celeste "SALLY" Cheeseman

(RA) AHWD CRS ePRO OAHU HAWAII REAL ESTATE
SELLING OR BUYING OAHU HAWAII RESIDENTIAL PROPERTY?
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