Published by Jim Droz

Long-term relationships have a different meaning than they did, say, a few decades ago. Whether it’s personal or involving business, a relationship is the cornerstone of success and longevity. As a Realtor, how you interact with clients and others in transactions will go a long way toward sealing deals and getting referrals. The same goes for how involved you are in the community. If you’re out and about and making a difference, chances are that will make a good impression on people who have a variety of networking connections.

“We’re representing the community,” said Eddie Gleason, a HouseHunt Realtor in the Maryland suburbs of Washington, D.C., who is a member of two neighborhood associations, his local Real Estate Association and a mentor for troubled young males. “More than likely when you get a new person who wants to move to the area their first contact could be with a Realtor, so it’s important to be a good representative of your city and to have the answers to all of their questions.”

Establishing a presence in the community helps people – whether they’re buying a house or not –meet you and get a perspective on your expertise and character. It’s a way of promoting yourself and the profession without coming across that way and will likely give you a better understanding of the way your city operates and the opportunities available in certain neighborhoods and on certain boards. Investing in others is also investing in yourself, and your good deeds will show up physically on signage and pamphlets, for example, as well as intrinsically by the solid reputation you’ll reap by being a good corporate citizen.

Many of the contacts you make in this fashion will likely be long term and not focused on the short-term gains of a sale. In all good deeds, what goes around comes around. In real estate, that means referrals and a pipeline bursting with solid prospects. That’s where distinguishing yourself from the competition with good service and a caring personality comes into play. The best way to accomplish this is to personally deliver for your clients rather than totally rely on advertising or social media. Use all of the marketing devices and tactics available, for sure, but also capitalize on your social skills to unite buyers and sellers and finalize deals.

“I’ve got to be able to meet them, talk to them and let them know how we can work together to get a house bought or sold,” Fayetteville, Ark., Realtor Blair Taylor said about prospects and clients. “I prospect on a daily basis, but until I can talk about their needs and how I can help them achieve them, nothing has moved forward. It’s only after a relationship is formed that the wheels start in motion.”

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