the three biggest blessings in my life. And now that they have children of their own, I once again have little ones running around the house. If I had to sum up in one word what being a mother and grandmother has taught me, it would be PATIENCE.
Raising three children has taught me how to take care of my clients who are parents of little ones. For example, if I’m driving a client to a listing and she has children, I know how to prepare. As a mother myself, I understand how distracting children can be. As a real estate broker, I realize how important it is that my client is able to commit her full attention to what could be her future home. So before the meeting, I stock my purse with crayons, coloring books, and small refreshments like cheese, crackers, and fruit.
It always warms my heart when my clients’ children see me and say something like, “Hi Myra, do you have any treats for me?” As you can imagine, many of these kids have every type of toy and food under the sun. But they still look forward to receiving a simple surprise. Once we arrive at the listing, the children are already occupied with a coloring book or some crackers, and their parents are able to focus on finding their home.
Your Journey Starts With a Client in Your Car
Often, you’ll spend an entire afternoon with a client. You may have four homes lined up to see, which means that you will spend the next few hours together. Many real estate agents prefer driving separately to listings, but unless your clients choose to do differently, I suggest that you take them in your car.
Having time together gives you and your clients a chance to talk. You’ll get to know them better and understand what they are looking to buy. Simple gestures—like offering pretzels, bottled water, and other light snacks—go a long way toward making your clients comfortable and building a relationship with them.
Tips to Make Work Fun
When you read stories about successful people in any industry, you’ll discover that they all share a passion for their work while having fun in the process. What does having fun mean? This is different for every profession.
In real estate, one of the most enjoyable aspects is working with interesting people. Your clients could be CEOs, actors, lawyers, or doctors. You’ll constantly meet people with fascinating lives. Having fun in real estate involves making the most out of the relationships you create.
For instance, giving away chocolates to my friends and providing treats for children were simple and fun ways to leave a lasting impression on my clients. The following are three other suggestions.
First, get to know your client. News is an easy way to start conversation. I read the Los Angeles Times every morning. I keep up with current events and always have something to discuss when I’m driving my clients to a listing.
Look through each section of the paper: world news, business, food, health, or entertainment. Then start a conversation with something like, “Hey, did you see the latest Tom Hanks film? It got great reviews in the Times.” Or, “I recently read an article about a new Mediterranean restaurant. Have you heard of it?” From these conversations, you may learn that your client enjoys films or fell in love with hummus during a recent trip to Greece.
Secondly, remind yourself to continually smile. It has a powerful effect on you and those around you. The opposite is true as well. Do you know people who consistently have a frown on their face? They appear as if their lives are full of tragedy or that they are unhappy with life. It’s difficult to be around these people because they manage to sap the energy out of you.
On the other hand, there are individuals who seem to always have smiles on their faces, greet you, and treat you warmly. These individuals project confidence and optimism. If you’re lucky enough to be around successful, positive people like these, they are great sources for picking up tips. Watch what they do and emulate them. Remember, you’re fortunate to be in a profession where the sky is the limit to your success.
Finally, create an environment that encourages you to feel happy, where you can’t help but smile. For instance, I have nicknames that I give the homes around my neighborhood. This light-hearted practice always makes me smile.
Most homes throughout Beverly Hills, Bel Air, Brentwood, and Holmby Hills are beautifully maintained and could easily appear on the cover of Architectural Digest, while others’ claim to fame is their over-the-top architecture or over-grown landscaping.
There is one house that I call Caesar’s Palace. The property is located on a huge lot, and the front yard extends far beyond the main house. The residents have taken advantage of their expansive front yard by placing plaster statues on the lawn. Twelve life-size sculptures of biblical figures such as David and icons like Caesar greet visitors just like they do at the famous casino in Las Vegas.
Homes nearby are tough to sell because buyers balk at the idea of living next to something that could belong on the Vegas Strip. Another home that was a hard sell had a miniature Statue of Liberty on the front lawn. When I asked the owner why he had Lady Liberty greeting guests, he said that it reminded his wife of her New York roots. I told the story to the buyer, and this actually led him to leave the symbol of freedom on the lawn once he moved in. So much for “Give me your tired, your poor, your huddled masses…”
There is another home that I call Taco Bell. Its architecture is a combination of Mediterranean and Meximelt. Nicknaming houses has two benefits. First, it’s an amusing way to point out a home’s distinct features. Secondly, it makes it easier for your clients to recall the home later. “I really like the house that was close to the Taco Bell one,” is something that I’ll hear my client tell me.
Good Real Estate Brokers Are Good Teachers
As a successful real estate broker, your job is to educate your clients. Not only are you teaching them about the service you provide, but you’re also giving them information that will help them make the best decision.
For example, I had a client who determined that he wanted to spend $6 million on his next home. He wanted to live in the Holmby Hills area of Los Angeles, and he was looking for a big lot with a view of the city. Based on my knowledge of the area, I determined that $6 million would not buy a home that met his specifications.
When I shared this information with him, he became obstinate. “My wife and I refuse to spend a penny more than $6 million,” I recall him telling me. Although I knew this wouldn’t be possible, based on current market conditions where he wanted to buy, I realized that he needed to see this for himself.
I suggested that we spend the afternoon looking at homes in Holmby Hills. We met, and I drove him to several properties that I had sold in the neighborhood. Many of the listings were similar to what he was looking for, but all were valued at more than $6 million. After seeing the properties, I invited him to my home where we could discuss what we had observed that day.
Before I left for work that morning, I prepared a plate of fresh fruit, as I knew that my client and I would de-brief afterwards back at my home. We sat in my living room, and I listened to him discuss the day’s events.
“$6 million was my absolute spending limit, but after you showed me around today, I realize that I need to reconsider,” he told me. He later thanked me for educating him about the neighborhood and providing him with the information he needed to change his plans. In the end, he recognized he would have to
