Is a REALTOR® a salesman?

Dated: February 14 2021

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People imagine that a Realtor’s job is to convince clients to buy a particular house, when actually our objective is more to find the combination of property and buyer that truly fits. Working with buyers, I’m often the first person to say “Let’s look on—this place isn’t right for you.” As a listing agent, I try to connect with buyers who will really benefit from the good things about the house I’m selling. Looking for a great fit leads to smooth escrows and satisfied clients, while squeezing someone into a property that doesn’t fit does the reverse.

I certainly have selling to do in my business—I’m constantly selling myself. Before I can deliver valuable services to my clients, I have to establish a bond with them and lead them to consider me their trusted adviser. We have to bridge the gap that makes prospective clients wonder whether I see them as a friend or as a mark. Once they know that their best interest really is my first priority, we can begin to work as a team. The selling stops and the consulting begins.

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DAVID DUNLAP

As a residential real estate executive with an extensive background in corporate marketing, I am able to apply unusually strong skills in marketing communications, e-marketing, strategic planning and ....

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