The Need to Know
There are three different knowing scenarios:
There are known knowns. These are things we know.
There are known unknowns. There are things that we know we don’t know.
There are unknown unknowns. These are the things we don’t know that we don’t know.
As a real estate coach and a real estate negotiation teacher, I get to observe all of these scenarios in real estate agents frequently.
The things we know are easy. We know them and we know that we know them. Different agents have different levels of knowing and knowledge. The more the better.
The things we know we don’t know are our learning opportunities and agents who are committed to continuous learning, are better able to serve their clients and earn referral business.
The things that we don’t know we don’t know are where things get interesting. High level professional agents have a massive range of skills that many average agents don’t even know exist. One of these skill sets is negotiation. As a real estate agent, you are a paid professional negotiator. Do you have the skills to offer those services with complete confidence? Are you sure?
I constantly hear stories from agents about their failure to negotiate a transaction. In almost every case, I can establish that it was a lack of negotiation skills on the agents’ part.
Representing someone in the sale or purchase of their home is a huge responsibility and a great honour. Your clients deserve the best.