Old values matter

Given the full-throttle force of technology and social media in today’s world, you wouldn’t be wrong to think that Twitter and blogging have reshaped the way those of us in the housing industry do business.
As a real estate or mortgage professional that depends on Facebook and certain apps to communicate with clients, to market your practice or simply promote new listings and mortgage products, social media tools and the Internet are an important part of our daily repertoire. For many, it is an entrenched part of our business culture. For some, it’s a matter of getting there. For others, they probably never will.
But it’s a mistake to give cyberspace and its accompanying workings more power than its face value because, frankly, they’re only tools with which to play your trade. Simply put, they help you get the word out.
So are social media and the web the cornerstone for modern professionals in the real estate and mortgage industry's? Yes, they probably are, strictly from a functional standpoint. But without the human underpinnings with which to build upon, Twitter might as well sing its final tweet.
Clients today don’t need more BFFs. They want the same kind of housing professional they’ve always wanted.
Here’s a look:Be Professional – We’re not talking toy soldier stiff, but high-fives and a sloppy appearance might be a sign that it’s time for an attitude adjustment. We live in a fairly casual world today, but that doesn’t mean you should be ultra laid-back in your approach with clients. Treat them with respect and kindness. Dress neatly, keep your car tidy when chauffeuring clients and if you see clients in your home, keep it clean and de-cluttered.
Know Your Stuff – One sure-fire way to disengage clients is by not knowing your market. Of course, you can’t be expected to know everything, but have reasonable answers at your fingertips when questions get asked that you may not have an answer for. Know the schools, hospitals, churches in the area in which you sell. It’d be handy for you to bone up on speciality shops, restaurants and cafes in the neighbourhood as well as statistics about crime, especially if it’s on the low side. Know of cultural attractions such as museums and libraries.
Are You a People Person? – If not, you might want to look for a new profession. Enjoying the human race is not something you can fake. People can smell a rat. Always be honest with your clients. No need to sugar coat. Your client should feel that they are the centre of your universe and no request they make is too ridiculous or petty, even if it may be. To earn serious brownie points, your clients will want a sense that you’ve gone above and beyond what the average agent or broker would do. At heart, you’re a people pleaser.
Communicate – The world would be a much better place if we all communicated on a higher level. As a REALTOR® or mortgage professional, you’re tasked with the job of listening, really listening, to what your clients want and helping them get it. You’re naturally expected to communicate with your clients and other parties during the process, which could include other communication skills such as negotiating, bargaining, writing, advertising, and promoting. The better you are at getting your client’s message across, the easier your job will be.
Well connected -- People like their agents and brokers to be well-connected. By that we mean someone who’s in the know when it comes to obtaining real estate lawyers, property inspectors and mortgage professionals. More than that, though, it also means someone who understands the ins and outs of the housing professions, someone who gets it innately and someone who understands the value of professional networking.
No Word of a Lie – Honesty and integrity are words that commonly come up when clients are asked about the most important attributes in their realtor. They’re not kidding. Play it straight. Don’t over promise and under deliver because that will only serve to perpetuate the profession’s bad reputation and spread word that you’re not worth the name on your for sale signs.How has technology changed the way you do business?
Do you still operate from the same principles as always? Share your thoughts.