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Putting a Face on Real Estate since 1995™
• ABoR Installation & Awards Gala • NAHREP Installation Gala • Independence Title Chili Cook Off • HBA President's Awards & Installation Dinner • and much, much more!
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DECEMBER 2012 • VOLUME 17 • ISSUE 8
Holiday parties are ideal for soft networking by Autumn Rhea Carpenter
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e’ve heard tales of doctors that made house calls, men who delivered milk to house doorsteps and gas station attendants who filled customers’ gas tanks with a smile. As this folklore fades into history and the world barrels toward total automation, the art of the professional relationship is at risk. As with most professions, trust is an important trait in a REALTOR. Clients yearn for genuine connections and the real estate professionals that make an effort to nurture personal relationships are the ones with the brightest futures.
While the ways that people communicate have changed, the fundamental desire to connect has not. “Our moms and pops connected while gossiping at the beauty shop, playing cards in the den on Friday nights and gathering around the counter at the local diner,” says Kent Redding of the Kent Redding Group. “Most all of us possess an inert desire to be ‘in relationship’ with others and today we do that with a strong presence on Facebook, Twitter, Pinterest and other social media sites. The key is balancing high tech with high touch.” Building and maintaining a strong relationship takes time and only happens with trust. Showing consistent interest in the client is an important step in forging a strong professional bond. “It is no different than the relationship I have with my doctor, or with any other professional,” says Patrick Easter of Avalar Lifestyle Austin. “It is much easier to have a personal relationship with someone when you know that they have your best interest at heart.” Investing in the daily lives of others is one way to develop trusting professional relationships. “I really can’t think along the lines of clients, transactions and closings. Empathy is a key trust relationship builder regardless of your profession,” says Redding. “For me, I enjoy taking the time to set up a coffee or lunch so as to listen, truly listen, and make an emotional deposit into the other person.” Keeping promises is another element in the trust-building process, especially in today’s busy world. ”I think we all break more promises on a daily basis than we realize,” says Redding. “Follow up and follow-through with clients and friends is an area where we can all improve. Business, family, organizations and relationships are defined by the promises kept and broken.” Explaining each step involved in a real estate transaction builds credibility and shows patience and attention to detail. By teaching the client about the intricacies involved in the process, they will put more faith in your
professional abilities. “I met with some first time buyers a few years ago who were scared out of their minds,” says Easter. “I printed the Texas Association of REALTORS (TAR) form called ‘General Info and Notice to Buyer’ and explained some of the terminology that they would hear during the process. I also sent them a timeline that I developed to explain the inspection process and what kinds of things to expect during the buying process. By the end of the first week, they sounded like seasoned buyers. The couple knew terms to use and what to expect. Giving them confidence made our relationship even stronger,” he says. The holidays are an ideal time to revive neglected relationships with clients or colleagues or to pursue new contacts. Growing up in a real estate family, Easter remembers many parties that occurred at his house with people in the real estate industry. “I was about 10 years old, playing with my Hot Wheels cars with several business owners, home builders, real estate brokers and agents at my parent’s parties,” he says. “Recently, I worked on a
transaction with one of those people. It was a great experience because I knew who he was and he remembered me from over 30 years ago. I believe that building personal relationships both with other professionals and with my clients is what I do for a living.” Instead of viewing the holidays as the ‘slow season,’ accept invitations to a friend’s home party, community gathering or work function. While it’s a busy time of year, people are often more receptive to conversations. “If I’m invited and in town, I do attend holiday parties,” says Marcy Urban of Urban Homes and Land in Georgetown. “Those types of events give us a chance to hang out with people who are not necessarily associated with real estate. Our horizons and social contacts expand, often leading to real estate relationships down the road.” When Urban hosts parties and open houses, she likes to create a casual atmosphere. “We hold an open house at our office monthly for First Friday in Georgetown. We
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Upcoming Events Tuesday, January 8 ABoR/HBA Housing Forecast Renaissance Hotel - 7:30 to 11 a.m. Thursday, January 18 WCAoR TREPAC Bowling Event Mel’s Lonestar Lanes - 3 to 6 p.m. HBA Networking Social Architectural Tile & Stone - 5 to 7 p.m. Wednesday, January 30 CCIM Central Texas Symposium Renaissance Hotel - 8 a.m. to 12 p.m. More at www.myRealtyLine.com