What makes one Realtor, or a Sequim Realtor, any different from the thousands of other Realtors out there? People have been complaining for decades about their agent not communicating with them or not paying attention to details. But every once in a while you hear someone boast about how great their Sequim Realtor is. So what is at the core of the difference? Why is one agent such a pleasure to work with and another makes you feel used? After 30 years in the business, and I am a Sequim Realtor, I think I can actually answer this question, at least in part. I’ve observed thousands of agents in these three decades, the good, the bad, and the ugly. There is most definitely a common thread. Here is the core of the difference as I see it represented in this graphic. [Click on the graphic to enlarge it.]
This graphic shows the difference between an old model that many agents have been using and still use. In their model, their entire focus is on real estate, getting lots of listings and reeling in the buyers. They set up systems that focus on handling the real estate, not clients. The proof is in their poor communications and how quickly they move on when the transaction is closed. This agent cares about money and real estate, not their clients.
The better model, which I call “Marunde’s Model” (only because I created this graphic, although I could have called it “Sequim Realtor”) places the clients at the center of the Universe. People are my business, not real estate. Sure, I have systems to handle transaction details, but my business is all about relationships and serving my clients to the best of my ability with their best interests in mind. Of course, this does not mean that I have arrived and have mastered relationships. I could share some jokes about that. I’m a work in progress and have much to learn, but I love learning. They key for me is that I intentionally focus on serving my clients and building a good relationship that is beneficial to them and their goals. And certainly good relationships benefit me. The money takes care of itself.
Next time you are wondering about how an agent communicates or doesn’t communicate, just ask, “Which side is this agent on? Is her focus on real estate or on her clients? Does my Sequim Realtor operate out of the old model or Marunde’s Model?”
Last Updated on July 27, 2012 by Chuck Marunde
