By Kenneth Culbertson
“Who are you to tell me that I need to bring $10,000 to the closing table? You’re just a kid!” ~ Seller
These are the types of words I would hear when I was first selling real estate back in 1995 at 23 years of age. How would I overcome such critique? FACTS and STATISTICS!
The numbers don’t lie – I would look at things as objectively as possible and show my customers the numbers as sincerely as possible. I figured that what I lacked in “experience” I could make up in both fact-finding and delivery. I would have to offer more knowledge, more enthusiasm, and more effort.
Over time, these qualities would lead to referrals and repeat client transactions. My key to success as a young REALTOR®, as well as a seasoned agent now (38 years old, 15 years experience) has been to surround myself with top notch professionals so I can be a quality resource for all things real estate. Clients gain confidence and trust – two of the leading reasons buyers and sellers choose their REALTOR® – when I provide the resources needed to structure a smooth flowing transaction.
Ken Culbertson, known as “The HOME Coach,” is a broker-associate with Keller Williams Realty in Cherry Hill, N.J. Visit his Web site:www.kwhomecoach.com.