Dear Clients, Friends & Fellow Associates ~

A long time ago, a fellow agent pulled me aside and said, “Robbie, clients do not care know how much you know, until they know how much you care!”  This has helped shaped my future dealings with all buyers and sellers.  Along the way though I have also learned that buyers and sellers want a few basics before they get down to business.  These include competency, confidence and an intent statement that become a road map for the sales process to flow smoothly.

Competence on Hilton Head Island

The competency statement is a chance to provide the seller or buyer with your resume and credentials.  It needs to be factual and straight to the point.  One I have used is, “Before we get started you probably have some questions about me.  I have been a REALTOR now for over 24 years on the Island (new agents should use company credentials i.e. My company has been in real estate since 1979)and have been serving clients just like you through these years.  I love what I do and have a great assistant and company that backs me up every step of the way.   I work hard to know the current market, the opportunities it presents and am able to advise and help you achieve your goals.  OK, lets get started”  Every agent should have a competency statement prepared.  It does not have to be canned, it just needs to be conveyed in the beginning as they do not know who you are!

Confidence on Hilton Head Island

You have one shot at a good first impression.  Through the years I have learned in Real Estate that there are certain freebies for REALTORS and the first impression is an easy one.  Freebies for Realtors include being prepared, appropriate dress, clean automobiles, being on time, and a postitive attitude.  Confidence is an inside job, but some confidence builders include smile,  hang out with positive agents, attend presentations by your Board, read positive material(www.bloghiltonhead), listen to motivation tapes, and skip the headlines.

Intent in Hilton Head Island

Before an agent should ever interview for a listing or show property, they need to establish intent with their client.  An intent statement is as simple as asking a purchaser if they have their “checkbook” before showing any property.  Here is one I have used, “Today we are going to see some great properties.  If we discover a property that  matches your needs now or in the future, I am going to ask you to buy”  Is that OK with you?”  The beauty of a good intent statement is that it allows everyone to relax through the process and unites the agent with their client in a common goal.

Bottom Line

As professionals, competency and intent statements can make the difference between making a friend and also making a sale.  Good Luck and… 

Happy Selling!!!

Robbie Bunting & Jane Hyers


Great Listings t0 practice with