You might not know, but my approach to real estate is different than what you might have come to expect from other “REALTORS” and “REAL ESTATE AGENTS.” In fact, I’m doing my best to distance myself from those labels. Unfortunately, the terms realtor or real estate agent has picked up a very negative vibe in our society recently. We’ll go into that a little later in this article and I’ll tell you my thoughts about how we got there. But first, I wanted to tell you a story about one of my experiences recently and let you know that my commitment to you is to never be the type of realtor you’ve come to distrust.
The Prostitute vs. The Realtor
Over the weekend I found a podcast geared toward real estate that I thought I would check out. The host was interviewing one of the top agents in California and he’s asking questions trying to get to the bottom of his success. The host starts off by saying let’s go back to the beginning. You’ve told me that you wake up and first thing in the morning you start calling and prospecting. What does your day look like?
The agent comes on and says “great question…”
Before I go any further, I have to warn you, you’re not going to like what the agent has to say, but I’m not kidding you this is his approach. Here’s what he had to say… “When I was a brand new agent I phone prospected AT LEAST eight hours per day. What else do we have to do as REALTORS?”
What else do we have to do as realtors than phone prospect for eight hours per day? The agent went on to say he did nothing but phone prospect for eight hours per day, 8:00 am to 3:00 pm, every day for four years. At this point the host was floored! He stumbled over his words a bit and basically asked the agent you’re obviously calling expired listings, For Sale By Owners, family, friends, etc., what kind of accomplishments do you have to show from these efforts. Why is this kind of effort worth it?
“That phone prospecting pretty much put me on the map,” the agent answered. “I was a top producer in the top 1% of the company, and made the top 200 listing agents in the state of California. I love phone prospecting because it’s free. The key is that you have to be consistently doing it every day at least a couple hours per day.”
Now, if you’re not familiar with the real estate business, you might not be aware of the pressure there is on agents to buy into the guru mentality, or as I’ve come to know it “The Guru Party.” We’re constantly bombarded with sales pitches to buy courses and training and coaching from the “gurus” that know what we should be doing in order to build our business. Phone prospecting is beat into agents’ heads constantly by these trainers and coaches.
As the conversation went on, the host clarified that he is one of the top agents because he picks up the phone and the agent says yes that’s the secret, that’s all you have to do. Give the people some value. Give the people something you’re super excited about. Have a lot of energy and a lot of enthusiasm… “Then of course 99%, they’re not going to want the value that you’re bringing to them, but the good news is once they know you’re excited about what you’re doing, then you can ask them ‘Hey I need your help in the next 21 days. Who do you know that might want to buy or sell real estate? I need your help!’”
[pause for dramatic effect]
This is what’s being taught to real estate agents. Thisis what’s being pushed by The Guru Party all across America. 99% of the time the person on the receiving end of the call is not going to want the value that you’re offering, but you just have to pick up the phone and make the call and be enthusiastic. “It’s a numbers game.”
This gets back to a central premise that I simply cannot understand for the life of me. I get it; you can make a lot of money enthusiastically prospecting over the phone eight hours per day. But is that how you or I want to live our life? Is making money the only motivation in life? You can make a lot of money as a prostitute or as a drug dealer too. That doesn’t mean that’s who I am. The Guru Party is different than you and me. You waive a dollar in front of their face and they will do or say anything you want them to. There is no concern for morals or ethics or principles. Just do what you have to do to make the sale. It doesn’t matter if you don’t want to annoy people day in and day out your entire life.
So what does this all mean? It honestly makes my skin crawl to even think about cold calling someone without something specific to talk to them about. I want to do what is going to make me happy, not necessarily anything that makes me more money at the expense of my relationship with you.
People Get WhatThey Deserve
People follow other people in herds. Many real estate agents listened to the same podcast that I did and walked away thinking they need to cold call people 8 hours per day in order to be successful. Many agents go to the same real estate trainers and coaches and they all do the same things day in and day out. For example: The Guaranteed Buy Program; The Monthly Newsletter; The Endless Email Campaign; Cold Calling; Facebook Listing Bombardment; Lying to Expired Listing and FSBO that They Might Have a Buyer; The Same Old Listing with Cell PhonePictures; etc.
I’ve been involved in the real estate industry for over 13 years and simply cannot wrap my brain around the herdmentality that abounds. I truly believe the inability to think creatively, independently, and logically about our real estate businesses has created a distrust of REALTORS and it has become apparent that this industry deserves the stigma that has been cast upon it.
My goal in business is to show you that I am here to look out for your best interests when buying and selling a home or investment. My commitment to you is that I will not be a prostitute of the real estate industry. I will focus on doing everything possible to get more out of your home sale than anyone else thinks is possible. I will focus on providing better customer service than you expect and I will provide you with content that you can actually use.
I’d love to hear your thoughts on this topic. This is an open invitation to you to contact me with any of your thoughts and stories regarding any experiences you might have had.
About the Author:
Hi there! I’m David Carpenter, a REALTOR in New Braunfels, TX and an associate with NPL Group. Real Estate is my passion! I believe consumers deserve a better experience when buying and selling real estate and I strive to make your experience better than you will get anywhere else. I truly enjoy writing useful articles for home buyers and sellers to help simplify the real estate process and provide a visual guide through one of the most complex times of your life. Feel free to contact me directly or leave a comment in the comment section below.