We are all aware of the forceful changes taking place in the real estate industry…And keep waiting in hope that sooner or later it will stabilize, and everything will return to the way it was!.. playing in either the Sellers’ or the Buyers’ market, decade after decade things were somehow predictable. In Today’s Real Estate Landscape, Consumerism has yet to adapt to the new mechanism in the transaction process, still in the Traditional Sales Approach… A word to the wise!.. At this time of change, considering other Alternatives, Creative Mindsets and Models, Fulfilling and Profitable, is another way to bring back the sparkle of buying and selling real estate. The good news is that it is already Available to Property Owners, Purchasers, Investors, Renters….
I am not talking about agents who call themselves consultants, yet still remain salespeople in practice, what I can tell you is that true consulting is a totally different model – Not a new approach, as it has been practiced by many before. By contrast, it remains a no non-sense alternative to getting the most of your real estate transaction and most importantly, contrary to limited belief, it does save you money!
A brief comparison:
The real estate Consultant is compensated for their expertise, time, and/or execution of the task. If they’re paid contingent on a guaranteed outcome (the traditional commission), it is understood by the consumer that they will be paying a premium to have this guarantee.
The real estate salesperson is only paid if and when the desired outcome (when the house sale closes) is achieved. Unfortunately, for the real estate salesperson, this outcome is one that they can influence, but cannot control.
The real estate consultant is retained and is often compensated the way other professionals providing a service or particular expertise are compensated, attorneys, title companies, appraisers, inspectors, etc.
The real estate salesperson is compensated as any other salespeople selling a product. (By the way, a consultant can also be paid a commission, if that’s what is right for their client. Essentially, a consultant provides choices, and ensure the consumer understands what it is, they are paying for).
Consulting includes a variety of skills, and can be used to reach a variety of outcomes.
Selling has one single focus – selling something.
Sometimes the best choice for a consumer is to not buy or sell at all. Or not right now. The consultant is retained and paid to provide astute counsel to help their client to reach the right (informed) decision, based on that client’s individual needs, no matter what the ultimate decision may turn out to be. It only makes sense that true consultants aim first to understand the consumer’s needs and goals before suggesting options and solutions. High pressured selling tactics have no place in the process of providing objective fiduciary counsel.
Once the consumer is provided with objective information about the purchasing and selling process and what it entails, then the consumer decide what they want and how they decide to pay for it. Provided there is a good fit between their needs and services they’re being offered, client decides to go for a variety of compensation alternatives such as an hourly rate, a flat fee for a bundle of services, or contingent-on-a-sale commission, so that they can tailor the services based on their specific needs to reach their goals.
WHO REQUIRES A CONSULTANT?
In the traditional sales model, consumers think about obtaining real estate services only when they have already made a decision to buy or sell. Consultative model real estate service and counsel is not limited to just transactions. As an example, consumers who prefer to make fast decisions, want to receive (and pay for) a few hours of objective counsel on the current real estate market, when unsure of what they want to do. In Today’s real estate, less means more. Experienced Consultants identify the consumer bottom-line and know the shortcuts to successful real estate transactions.
Who might be interested in real estate consulting?
1. Any homeowner who wants to decide whether to move or make improvements.
2. Any homebuyer who isn’t sure they’re ready to buy, but would like guidance on the current market and the buying process in their chosen area.
3. Any consumer, who doesn’t have the time to play REALTOR®, yet feels forced to go it alone if they need to save money.
4. Any consumer who has no equity or is “upside-down” in their home and requires guidance or a plan on how to approach and get the attention of their lenders/banking lnstitutions, to stay in their homes or avoid long term legal ramifications.
5. Any consumer who has ever resorted to a discount broker or a discount commission in order to save money and found out too late that they got discount service that didn’t get the job done or didn’t get it done right.
6. Any consumer who has relocated from another area and wants to know the details of their new surroundings. Usually, these consumers are very equity conscious while they also want to enjoy their homes. Whether for short or long term, they seek properties with greater potential for increased value, e.g., location desirability, demographics, improvements, taxation, curve appeal, etc.
7. Any consumer who is a first time purchaser and wants a thorough and impartial advise to their specific needs, and require full understanding of the buying process.
8. Any consumer who rents or leases, either like to purchase their current home or get information of properties on neighborhoods of their choice that meet their requirements.
9. Any experienced investor/consortium looking for income producing properties, including financial analysis and research of properties that justify their investment over a period of time.
10.Any pro-active customer who just want the agent to help them close the home.
Every consumer have different requirements and an effective and responsible real estate professional strives to offer all possible venues for the benefit of every consumer, to fulfill their needs and create win-win situations!.....
No comments:
Post a Comment