The Professional vs. The Pitchman

I delivered some general market reports last week to people in my community. These included past clients as well as folks who might someday become clients or referral sources.

The reports weren’t property-specific with a detailed analysis of their individual homes. We didn’t say how quickly a property would sell or what price it should list at. We all know that those two factors, as well as many others, depend on variables such as timing, condition, location, and competition.

A few recipients texted me a quick “thank you,” while others mentioned they found it interesting and even “exciting” to think their home’s value had increased to such a “dream-inducing” number. It’s hard not to wonder “what if…” and imagine where you might go next, right?

I also found it interesting that a few people replied to tell me they had no immediate plans to move. While I can appreciate the “no thanks, we’re just looking” nature of that message, here’s how I responded:

"Clearly just trying to provide some insights and value. Not camping out in your yard expecting you to list, and frankly, I know you know many other amazing Realtors in (insert local town here).

Please just consider me a good resource if you ever have any questions or needs.

Enjoy the last few weeks of summer."

Nothing pushy. Nothing demanding. I’m just trying to stand high atop BAR MTN:

• Be a Resource
• Move the Needle

Think about it. Who gets their semiannual stock market or investment portfolio update and immediately texts their financial advisor to say, “Thanks for sending this, but I’m not planning to sell any stocks anytime soon”?

Or when someone gets a medical update from their doctor about a recommended procedure or test on the horizon, is their first thought, “Hey Doc, I’m not planning on dying anytime soon”?

Both of those examples highlight the point. It’s less about how the profession works and more about how the professional works.

Let’s keep delivering knowledge. Keep sharing your competence with confidence. Keep showing up consistently. Keep seeking to be a trusted advisor. Keep listening for opportunities to help.

I like to remind myself that most of the time, people aren’t saying “no.” They’re saying “not yet.”

Take your time. I'm not going anywhere.