Real Estate is About Making Connections
FRANK LICEA, 2017 IVAR PRESIDENT
The REALTOR® code of ethics opens with a simple phrase meant to ground every complicating sentence to come: “Under all is the land.” It’s designed to remind us that while legalities, technicalities and thousands of pages of documents govern our world in real estate, the anchor point to everything is the land and our relationship to it.
For REALTORS®, there is another fundamental anchor point. The basis for our work, our success and our profession is trust. Under all, is our word and the bonds we form with clients and colleagues.
Technology has transformed the way we connect to one another and present ourselves to our clients. From phone to fax to email to YouTube, we have seen a rapidly advancing revolution of tools that can help us demonstrate how professionals are at the center of the deal.
However, no volume of well-crafted social media posts or slick videos can change another mantra of life in our business: “real estate is a contact sport.”
While people may come to hear and learn about you thru your marketing and social media efforts, the real rewards come when they come to know and trust you. That comes through contact. That comes in face-to-face conversation. It comes through a steady handshake and the time we set aside to make sure we are on the same page with our clients and colleagues.
Every REALTOR® faces the task of differentiating themselves from a sea of competitors in our market. With more than 180,000 of us in California, finding and developing our professional identity is key. In an era when so many have turned to electronic communications and we find less time to meet in person, the face-to-face contact is exactly what we need to stand out and build
the relationships necessary to succeed.
The most successful REALTORS® I know have built their business around serving their clients. The time we spend with them is one way to clearly show our commitment is to them. Most REALTORS® I know don’t see clients as a walking commission check. However, some forget to demonstrate that by taking the time to show it by working with the client on their terms.
Under all, is the commitment we make to everyone we serve in our business. We seal that message when we are across their kitchen table making clear that we are here to help them through every detail in this process.