Alyssa Hellman

By Alyssa Hellman

In real estate, agents are constantly trying to find new ways to standout in their market. Will this gadget make me look techie? Will that car magnet attract business? Should I advertise on this portal or that? But when you take away all the gadgets and hoopla, real estate is rather simple. The purchase or sale of shelter is an indispensable need for the public. We are a valuable asset. The real question is, are you conveying that value to build your business?

Sure, a home is the largest investment that most people will make throughout their life, but a home is so much more than the windows and walls that complete the structure. A home is about the people within those walls and their stories that weave the fiber of a home. Think on this for a moment…people tend to buy or sell homes during big moments in life – getting married, having kids, starting a new job, downsizing as children move on, and that’s just to name a few. As agents, our ability to understand the life events of our clients is without a shadow of a doubt the most valuable asset we have.

@violetdragonfly, 2015. Morguefile

There are a lot of surveys that talk about what buyers and sellers want in a home, but what those surveys don’t always say is that buyers and sellers want  someone who they trust to be one their side as they navigate this next stage of their life. In my personal real estate business, I always called this “delivering magic.” At Go Realty, we define it like this: “What raises the eyebrows, waters the eyes, and makes the lungs draw air?” It’s magic.

Throughout the transaction, there are a million little ways to find and deliver magic. Find those. Show up at your clients work to deliver flowers and news that they are under contract. Surprise them on moving day with dinner from their favorite restaurant. Send their kids a birthday card. When you deliver magic, your business card is unnecessary because the moment is remembered. Closing a transaction is the expectation, delivering magic is remarkable. So, find a way to deliver magic to your clients. Heck, find a way to deliver magic to the people who haven’t yet done a transaction with you. Because if there’s one thing people value, it’s the unexpected moments of unforgettable experiences.

Alyssa Hellman is the director of the Go School at Better Homes & Gardens Real Estate, Go Realty based in Cary, N.C., serving Raleigh-Durham and surrounding areas. You can find Alyssa on Twitter @AVHellman or visit her website, www.alyssahellman.com.