It’s NOT About YOU (in Black and White)

February 28, 2008 |

Check out the latest episode of Real Estate in Black and White, entitled, “It’s NOT about YOU.”

Episode #2 was a true video-style presentation, but for this episode, I went back to the roots of Real Estate in Black and White.

One idea I think that deserves more explanation is my concept of the “listing conversation” vs. “listing presentation.” I’ll be writing more about it later, but this episode of Black & White does a pretty good job of introducing the concept and explaining why I think it is important. It should be just enough to make you think a little, which is always a good thing.

Enjoy!

Posted by Daniel Rothamel | Filed Under Blog, Industry Issues, Real Estate in Black & White, Video Posts 

Comments

13 Responses to “It’s NOT About YOU (in Black and White)”

  1. ines on February 28th, 2008 8:04 pm

    Hey Daniel - that boat wasn’t crappy! - Listening is always smart and we all need to do a little more of it, but you HAVE to admit that there are some sellers that need to do a little listening themselves.

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  2. Missy Caulk on February 28th, 2008 8:20 pm

    Why is doing things the right way so simple? I send out the pre-listing information before I meet, via email, so they can read it and when we meet together I can focus on them and their needs and don’t have to go over how I market, what I do blah, blah, blah…

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  3. Daniel Rothamel on February 28th, 2008 8:52 pm

    Ines–

    Thanks for the boat compliment. I do admit that there are some sellers out there who could benefit from a little more listening. I also think that if we, as agents, would listen more carefully, would might be able to help our clients hear us more clearly. It’s a topic I want to cover a lot more in the future.

    Missy–

    You are exactly right. Doing things the right way is often simple, yet sometimes not so obvious. Sending out your “presentation” information beforehand is always a good strategy, and an excellent way to get the conversation started.

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  4. Chris Shouse on February 28th, 2008 11:13 pm

    You said in all in black and white Daniel if you don’t listen and are so full of yourself that you don’t listen you really miss things that are important to your client. I’m with Missy let them know before the meeting by emailing all that before and having a lot of that information on your website and or blog.

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  5. Lola Audu on February 29th, 2008 12:10 am

    I absolutely love this series. The best thing about simplicity is…it’s beautiful because it’s not complicated. Listen…Respond.

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  6. Brian Block on February 29th, 2008 1:55 am

    Daniel, thanks for producing this excellent video. Those agents who listen to your advice will be those that excel and help their clients. Those who don’t will go down with the boat. It’s been said before, but this is why G-d gave us two ears and only one mouth.

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  7. Hi! I'm Rudy from Trulia. Great Video Daniel! on February 29th, 2008 2:07 am

    Hi Zebra!

    I love the way you put things into perspective. Your clients are very lucky to have you as their agent.

    Peace,

    Rudy

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  8. Mike Brown on February 29th, 2008 3:05 am

    This was a rather simplistic approach to the problem. So all I have to do is “listen to my clients” and the house will magically sell itself?
    Getting along well with the client and understanding their needs is all fine and dandy but just because they are happy with you as their agent has little to do with the house getting sold.

    Cute boat and piano music.

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  9. Rob Aubrey on February 29th, 2008 5:59 am

    Hi Daniel, I really enjoy your videos.

    So true it is about them. When was the last time you went to audio video store and really cared about the sales person.

    Keep up the good work.

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  10. Ben Martin, Va Assn of REALTORS on February 29th, 2008 6:51 am

    Love the series! Keep ‘em coming!

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  11. Daniel Rothamel on February 29th, 2008 8:37 pm

    Mike,

    Welcome! Thanks for commenting. As a Blue Hen, I always like meeting folks from the First State.

    Of course it’s simplistic, it’s supposed to be. There is no magic to selling a house, but there are simple strategies that are required. Listening to your clients needs is just one of them. It’s not really about your clients liking you. That’s my point, it’s not about YOU. It’s about THEM. It’s about meeting their needs. In the end, your needs and theirs are the same in many ways.

    Simplistic is exactly what I am aiming for. As agents we know how complex transactions can be, but sometimes we forget the simple stuff that can make us successful. That’s why I created the Black & White series.

    Think about it like this: 1 brick is a very simplistic way to approach building a house; but if you put together enough bricks. . .

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  12. Matthew Rathbun on March 3rd, 2008 3:12 am

    Yet, another great post… The facts couldn’t be any more simple.

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  13. More Conversation, Less Presentation | The Real Estate Zebra on April 1st, 2008 10:09 pm

    [...] my last episode of Real Estate in Black and White, I introduced the idea of the “listing conversation.” This would be different from what every real estate professional currently knows as the [...]

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