The tiniest of impressions are big in the business

My wife, Denise, and I are addicted fans of Home and Garden Television’s House Hunters. For those who haven’t seen the show, it’s an intimate look at the delicate art of home matching—prospective buyer with available real estate — and the relationship that develops between client and REALTOR® during the process. The show follows the progression from initial greeting to the homebuyer settled into the new digs, and it focuses on the whole emotional experience of finding and purchasing that right home.

I can usually tell which REALTOR® has done his or her homework, and, just as importantly, which has the attitude, the smarts, and understanding of the customer’s needs to make the right match. These successful agents dress professionally, speak clearly, and provide exceptional service to their client, always making them feel their needs are being heard.

That’s what this issue of Michigan REALTOR® magazine is all about — being special. In this ultra-competitive real estate business, it’s the little things that can make all the difference in retaining and keeping clients, so it’s important to make every effort to market yourself in the best possible light. We wanted to provide some helpful tips and advice to help you, our member, make those little things stand out on the way to better business relationships and the resulting higher sales.

As your association’s CEO, I try to always carry myself in a way that positively reflects on MAR and its members. I believe strongly that we should always remember who we are and what we represent, and to do everything within our ability to carry that belief throughout our busy days. It’s not easy to do at times, especially when you’re in small group settings or in private, but you must always remain conscious of it. Character, after all, is reflected best in what you do and how you behave when no one is looking. It’s, therefore, important to be your best always. Every day, I make sure I have that pep in my step because it rubs off on those around me and it actually makes me feel better as well, regardless of what actual or perceived stresses may exist.

The National Association of REALTORS® has a great guide which, I believe, is a must-read for anyone, REALTOR® or otherwise, if they are interested in bettering themselves for their personal and private lives. It is called Pathways to Professionalism and is a free download at realtor.org—it’s a quick read, too, at only 675 words. Written to coincide with the Code of Ethics, this guide is an excellent checklist of professional courtesies for use by REALTORS® on a voluntary basis. This list is not all-inclusive of course, and should be supplemented by local custom and practice.

So, take a look in the mirror. Does the person you see reflect the professional image you’d like to project? If not, start making some changes in your clothing choices and your demeanor. Are both exemplifying the qualities you want to present? Be upbeat — attitude can be everything when you want to stand out and be chosen.

And, when it comes to first impressions, remember, weak handshakes are never indicative of strong, knowledgeable, assured professionals.

Think about being special and practice smart, healthy habits. By doing so, you are creating positive circumstances that breed success. Think special to be special. It will reflect on the way you handle your clients and make them feel special as well.

And, by the look of the agents that make the sales on House Hunters, and of all those successful REALTORS® I have the pleasure of serving, you, too, will increase your marketability and make that sale.

Good luck!