Every week, we ask a real estate professional for their Short List, a collection of tips and recommendations on an essential topic in real estate. This week, we talked with Allan Minter, a senior marketing consultant with Harry Norman, Realtors and Who’s Who 2015 honoree, about how agents can tackle the common obstacles they face.
3. An approach for managing clients’ unreasonable expectations – show them the market. Whether it’s a seller who thinks their home is worth more than it is, or a buyer who thinks they should be “stealing a home” in a low inventory market, I like to show them pending sales. Gather list-price-to-sales-price ratios, and go over the data with them.
Many times, particularly with relocation buyers, they aren’t sure where to begin with the negotiation process. Every market is local, and no two real estate markets are the same. I always review the CMA and comp information with them personally so they know to make a productive offer.
2. There are some strong personalities in the real estate business – and quite frankly a lot of EGO. One of my biggest pet peeves in the business is when you have a buyer who wants to buy a home and a seller who wants to sell a home…and the Realtor gets in the way.
Having a strong personality is fine, but we need to remember whose interests come first. When it comes to navigating a real estate transaction, I think it’s important to set our personalities aside, and to represent our clients in the manner in which they deserve.
1. To this day, the best source of networking for me has been on the tennis court. I’m a licensed USPTA Tennis Pro, and because I coach clinics and Alta teams in high-end corporate apartments, I tend to meet a lot of people who are in the market. Some of my best friendships and clients have been founded on the court. It’s worked out well, because it’s something I enjoy.
I recommend you find a sport, hobby or craft you enjoy, and develop it to where you are meeting new people. It doesn’t always have to be considered “business networking,” though if you can find an exclusive referral group, that could also be very helpful. I’ve been in the same business networking group for several years now, and it’s been a nice boost for business.
Allan Minter is a senior marketing consultant with Harry Norman, Realtors, and one of the first-ever honorees in Atlanta Agent magazine’s “Who’s Who 2015.” A graduate of the Georgia Institute of Real Estate, Allan sold more than $3 million in real estate in his first year, and more than $30 million before he reached the age of 30. A Life Member of the ABR Million Dollar Club, Allan is also a recipient of the Phoenix Award. Click here to read his Who’s Who profile!