A quick Google search will tell you that agents don't always have the best reputations. There's a lot of common stereotypes that the average person may believe about realtors.
Just like any profession, there are some bad agents out there that bring these generalities about. So if the common potential customer thinks or even has heard of certain things or ways realtors are, hit certain points during your listing presentation to quell their fears. They're going to be looking for certain signs and keys that set them off, either good or bad, so if you go into the meeting with those in mind it'll be a lot easier to satisfy them.
Inexperience
This isn't necessarily a stereotype, but people are always afraid of an agent not having as much experience as they claim. If you are a new agent, be upfront about it but make sure you prove you'll be ready for any situation.
Other than that, proving your experience is as simple as showing them some testimonials and having them on your website and presentations. Include your stats from the last year or so, like listings sold in the last year, average time on the market and average sales to asking price ratio.
The Lazy Realtor
The negative thoughts on this are that most realtors are lazy and only do the minimum amount of work necessary to get their commission. It's not true, but a lot of buyers have no idea how much work happens behind the scenes, first-time buyers especially. Make two lists. One that shows each and everything that goes into and what you do for a buyer and one that does the same for a seller.
Unresponsive
This is a long-standing stereotype. People having to work and try time and time again to get in touch with their agent. Start off the best way possible and be available all the time to speak or communicate with them. Find out the best ways that they want you to get in touch with them and provide a reasonable timeline so they know when they can anticipate a response from you.
Anything over 24 hours is unacceptable.
Not Listening
Don't overload them with advice. Ask open-ended questions . When they respond, repeat key phrases back to them to let them know they’re being heard.
Unprofessional
Because our schedules can get so busy, rescheduling is a common thing. Clients do not realize how quickly real estate agents’ schedules can change. Plus showings and clients meetings are going to run longer than you anticipated a lot of the time.
How to beat this is to make sure you're in constant contact with them and give them constant updates. When you're pitching yourself to them, make to sure tell them that these things happen but you promise to keep them out of the dark when situations come up. All it takes is a quick text message.
Unethical
Possibly the rudest stereotype about agents. This comes from agents not disclosing everything or cutting corners intentionally, screwing over the clients. The best way to show leads that you’re trustworthy is to share testimonials, client stories and recommendations from other business professionals.
Agents that don't have that trust won't have a large network of support and people that vouch for them. Let your prospects follow you on social media and get a view of your life, to show that you have nothing to hide.
What it comes down to is being aware of your potential client's concerns, and the general concerns that come with most agents and the entire real estate process. If you cover all of those without them asking, it will do wonders during your listing presentations, or any time someone goes on to your website or social media platforms.
Joe Nickelson is a real estate professional dedicated to helping home buyers and sellers achieve their dreams of owning property, and helping real estate agents stop using the sometimes-vicious tactics that weigh on their consciences. He believes that the Smart Agents books will, quite literally, change people’s lives for the better. Check out his full bio here!
