Focusing on Clients
For many homebuyers, the purchase of a house or condo represents the single greatest investment they’ve ever made, and real estate professionals who exude knowledge of the market, confidence and an ability to see them through the process are greatly appreciated. The National Association of Realtors’ 2014 Profile of Buyers and Sellers revealed that about 98 percent of buyers who used an agent found their Realtor to be a useful source of information during the process. Additionally, 70 percent contacted just one agent throughout the process. The previous year’s profile showed that past experience with an agent and strong referrals remain important to both buyers and sellers. In that study, about 73 percent of buyers and 65 percent of sellers said they would use the same agent again. Additionally, 39 percent of sellers got in touch with the agent they used through a referral from family or friends.
Trulia conducted a homebuyer study in June to determine what qualities people look for in an agent. Honesty and integrity were listed first, followed by knowledge of the area, following through with promises or objectives, being organized and listening to what the client has to say.
Joe Rothchild’s Rothchild Team of Keller-Williams serves his clients by focusing on their market. Listening to clients and knowing the market helped his team sell more than 1,200 homes in 2014. He goes into every transaction with a willingness to fight for what his clients want.
“I focus all of my attention on the clients I am working with at the time,” Rothchild said. “I truly believe that my team and I are only as good as our last deal.”
Deals were plentiful in Houston as 2014 drew to a close. The Houston Association of Realtors reported that there were 75,319 single family closings and just over 91,000 total closings for the year, setting a new record for real estate transactions. Inventory also fell from a 2.6 month supply in January 2014 to a record-low 2.5 month supply in December.
Even the most booming market eventually slows, and Rothchild gets through those times by working on intensifying his team’s marketing. With more than thirty years’ experience in real estate, he has a substantial referral base of friends and past clients that he works constantly to increase. Much of his business comes through because of his reputation in the field.
Sallie Wheeler of RE/MAX Fine Properties believes a disciplined approach that includes having systems in place have helped her to grow in the field. Wheeler also focuses on repeat clients and referrals and works with each client to build a level of trust to make that happen. In 2014 she did 30 to 35 sales.
“Anybody that intends to do this as a business needs to treat it accordingly,” Wheeler said. “In 20 years, I’ve seen a lot of people treat this as a hobby or part-time endeavor. I think you have to be very committed at all times. You have to be organized, you have to have systems in place or you’re going to get eaten up.”
Wheeler prepares for seasonal slow times and market downturns by building a reserve of funds. She is also a believer in staying the course during downturns.
“Even in the slow times, you keep doing what you’re doing as far as marketing and networking,” she said. You don’t let up. I’ve had some of my best months in what would be considered someone else’s slow times.”