If you’ve ever watched the Netflix sensation “Selling Sunset,” you know it’s a glamorous real-estate-themed reality show which involves hot women, hot cars, and cocktails.
There are uber-luxury houses involved, too. It definitely provides a lot of eye candy.
However, what it may NOT provide is a superb insight into what it’s like “Selling Seattle.” This show, if it existed, would involve a lot more rain, latte’s, and blue plastic shoe covers.
Although we certainly have our share of luxury real estate here, the thing that they don’t tell you in TV shows is about the “actual work” most agents have to do before getting to a multi-million dollar listing with their stilettos on.
In fact, many agents may never get to that “pinnacle” of selling uber-luxury real estate.
There’s plenty that “regular folks” like you and me can still do to make the most out of any home sale – including excellent marketing and positioning – no plastic surgery, botox or lip injections required.
Good real estate agents need to focus on three things when building a business.
- First – They need to work on marketing and lead generation.
Whether they are looking for buyer or seller clients to help, or leads to sell a house to once they’ve got it listed, having a consistent, active and aggressive lead-development campaign is imperative.
This is something that could be done through networking, cold calling, mailing or internet marketing.
2. Second – They need to focus on Customer Service and Conversations.
Good realtors are friendly and have appropriate social skills.
Great realtors know the goal of every type of conversation at every phase of the sales process and have great scripts and language patterns to help leads and prospects get to the next steps.
My goal is always toward education, guidance, and counseling.
I want my clients to have all the information they need to make wise decisions at their fingertips, and I respect their desire to use this information to make their own smart decisions.
3. Third – Delivery of Service.
Yes, this is the non-glamourous side of real estate.
Let’s talk about reviewing inspections, negotiating contracts, wrestling with closing delays, and foregoing contingencies.
Definitely not exciting, but this is the “technician” side of the business that doesn’t make good TV (or IG photos).
Lawyers make the big bucks, and the best realtors do, too, because they fully embrace their paperwork, know their forms, and are effective in having the hard conversations.
Based on this “reality check,” I don’t think anyone’s going to come knocking on my door for that “Selling Seattle” pilot any time soon, but it’s good to know when you choosing a real estate agent to represent you on the sale of your house, that you have a realistic sense of what is happening behind the scenes – in the parts they don’t focus on, on TV.