Question Details

Terry Bell, Real Estate Pro in Santa Rosa, CA

In working with buyers, do you think your successful COE is due to your personality, seminars, or other sales techniques to develop loyalty and trust

Asked by Terry Bell, Santa Rosa, CA Sat Jul 20, 2013

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It has everything to do with your Buyers motivation and your ability to manage it successfully to close. At this point in the game it is about being organized and meeting deadlines.
0 votes Thank Flag Link Sun Jul 21, 2013
Seminars and sales techniques do not help develop loyalty and trust.

Agents who are knowledgeable, honorable and act in their client's best interests tend to earn the trust and loyalty of their clients.

Successful COE has everything to do with managing the transaction and familiarizing your clients with what is going to happen before it happens.

Having a positive attitude and upbeat personality makes the process fun and that's always a plus.
0 votes Thank Flag Link Sun Jul 21, 2013
As John clearly stated, when you reach the point of discussing COE, the transaction has reached the status of process. In that process there are seven organizations that can kill any deal.
Process does not rely on personality, seminars, sales techniques. loyalty or trust. What is does depend on is constant vigilance to spot the 'jellybean' before they can kill the deal.
In the spectrum of the all things needed to stay in this business, skill sets include but are not limited to:
Marketing, value position, lead generation. self-selection, lead conversion. commitment, goals, contract, COE, recommendation, stay in touch, SOI, referrals.
Somewhere in that sequence is the question that is more appropriate, such as, "Do you think getting your client to COMMIT is due to your presonality, seminars, or other sales techniques to develop loyality and trust?"
For me, the response would be the ability to create the 'vision' of the real estate environment in which they are able to see themselves as well informed and protected. This outcome is completely dependant on LISTENING well. Not just to the subject, but also to the fears and vulnerabilities expressed by others on aggregate real estate websites.
0 votes Thank Flag Link Sun Jul 21, 2013
COE is usually due to the buyer wanting the property they're buying and having the resources to buy it, a successful close of escrow has very little to do with me. I don't sell, I broker.
0 votes Thank Flag Link Sun Jul 21, 2013
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