Ever think about what real estate was like in the “old days?” The days when the communication was basic and technology as we know it today didn’t exist. Not wanting to be known as an old timer, I avoid places where the conversation starts with, “Do you remember when?” . . . “Wasn’t it great when we had a book with all the listings in it and you were forbidden from making copies of the information for buyers and sellers?” Or, “I remember when we used to present offers directly-face to face to the seller.” As we all know, those days have been vaporized. Today’s version is, “I wish I could get a call back from the listing agent to let me know where my offer stands,” and “I wonder if my offer was even presented to the seller?”
Unbeknownst to our tech savvy agents of today is the time when buyer’s agents actually met with the seller & seller’s agent face to face to present an offer. Yes, it’s true, this did happen. And, I’d be remiss if I failed to mention the preparation that took place prior to a formal presentation. A properly written offer was organized in such a way that when executed it would efficiently and effectively project an enthusiastic persuasiveness throughout the presentation. Communication skills were a must. At least then you knew where you stood because the seller and the listing agent had to respond, rather than hide behind a lost email, text and fax or voice mail.
Listening to agents at a recent business meeting took me on a journey to the past. I’m curious. What if as a company Seven Gables took a stand on behalf of every seller whose listing it represented, and required that any agent with a written offer had to present it in person - live and passionately, skillfully communicating with body language and convincing verbiage? It would of course, require a skill set that so many are unfamiliar with today; you know, communication other than text, email or fax. Everyone communicates, but few connect. Ever heard the term, “Sometimes it’s difficult in email to express the emotion?” Seems to me there is a reason we all learned to talk before we learned to write. Plain and simple, it’s more effective, persuasive and efficient. A means to differentiate.
Any message we convey must contain a piece of us. You can’t merely convey information. And you can’t merely be a messenger. Unless of course what you’re striving for is neither credibility nor a connection. Let’s face it, everyone communicates. But how many of us truly strive to connect?
