Don’t Sell Yourself

Written by Suze, November 16th, 2017

I’ve learned a lot from Elise Kalles over my 34 years in Real Estate, and I’ve only met her once. I’ve learned from her through the people that work with her at Harvey Kalles Real Estate, through articles written about her and through word of mouth across Canada and through the US.

I cannot imagine a real estate agent having a finer reputation with her clients, her colleagues and her community than Elise has earned over her 40 years in Real Estate.

Elise’s ability to create incredible experiences was once again recounted in this recent Globe and Mail article.  What a creative and lavish way to build relationships with potential referral partners.

In this article, she shared some wisdom that we should each heed.

She says she has only one secret weapon and that’s her ability to form relationships. Many agents go to an interview armed with all of their statistics and marketing materials in order to impress the homeowner with their success, she says.  Ms. Kalles doesn’t spend much time selling herself. Less successful agents often don’t spend enough time listening, in her opinion.  “They don’t take the time to find out what the client is looking for.”

I have the honour of working with many top agents in Canada and the one thing they all have in common is the deep commitment to understand what their clients need and to deliver on that.  This is excellence in real estate.


2 Responses to “Don’t Sell Yourself”

  1. Amen. It’s so true that not enough of us stop and listen to our clients. One thing that really resonated with me during the CNE course was your statement about asking a really good quality question to our clients and then not even giving them time to answer it, then overlapping it with a whole bunch of other questions right away and not even listening to their thoughts at all. I have honestly found myself doing this because I get so caught up in the moment. I’m going to try to stop and just listen more. Thanks, Suze!

    • Suze says:

      Great noticing Madison. We all do this – learning the art of active listening is a lifelong endeavor but when we get it right it is so incredibly valuable to our clients and it feels so amazing when we can serve them at the very highest level! Keep up the great work.

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