Real estate investors have gotten some bad press in the last few years, and some of it was well deserved. But I believe that in most cases, it was simply due to a lack of understanding about what real estate investors do. There are those people out there that think all real estate investors take advantage of folks that are down and out; homeowners that are in some type of distress. While I’m sure those investors are out there, the vast majority provide a valuable service to people that are in need of a quick solution to their problem.
So how can we as individuals change this perception?
In your business, everything that you say and do should portray you as a “real estate professional”. Take a look at every aspect of your business, and try to honestly determine if you are you are hitting the mark in all areas.
Here are 9 ways you can stand out from the crowd.
1. Be on time for your appointments. Nothing shows a lack of respect for people more than showing up late.
2. Introduce yourself and hand out a business card with your information on it each time you meet with someone. If you want to change how people in our profession are viewed, then we must first be sure we are presenting the image we want to portray. Show up each time as a “real estate professional”.
3. Dress and act professionally. If you are looking at a “Junker” house this might mean that you have on a nice shirt and a pair of jeans.
4. Whenever you meet with a seller, make every effort to spend the necessary time to really understand their individual situation. This is not always an easy thing. Sometimes it will involve spending 30 minutes or more listening quietly while they tell you the family history and all of their problems.
Remember that the business you are really in is the “problem solving business”.
5. Always conduct your business in an ethical manner. Whether or not you are able to strike a deal with the seller today, be the person they will want to call back when their circumstances change and they are finally motivated. Remember that with time, circumstances change for everyone.
6. It is your job to help sellers understand how you can assist them. But equally important, always be upfront if they want or need something you just can’t provide.
7. Probably the biggest thing you can do is to understand the importance of doing what you say you will do. Never promise sellers something you are not able to deliver.
8. Perfect your “elevator speech”. When someone asks you what you do, it should always start out with:
“I help people.…” You can fill in the blanks.
9. Last but not least, always “Under Promise and Over Deliver”. People will always remember this.
Real estate investors have a chance to change the way our business is viewed, and the way real estate investors as a whole are viewed simply by changing the way we interact with people on a daily basis. Make a conscious decision each day to be memorable to everyone you encounter.