What is the difference between the work of European and American Real Estate Agents?
Having come from a European background where the focus is on the client, I found it very strange when I came to the United States to find that the focus was all about the agent.
Advertising in the USA always includes a headshot of the advisor and it is more about promoting the agent. In fact it was completely the opposite to my nine years of training with London and European based luxury real estate. Engel & Völkers is not like any other company in North America, or even the world. I was immediately impressed here in the USA by the Engel & Völkers approach that was about advisor professionalism and client confidentiality while utilizing the best marketing tools to accurately and widely market the client’s home. Neither the brand nor the advisors are interested in having their picture in a publication to satisfy their own egos. It’s about the client.
Why did you choose to work for Engel & Völkers?
When I picked up the GG magazine it was not a “real estate marketing piece” – it was a luxury lifestyle magazine where the focus was on the client’s lifestyle. I immediately knew that not only did I feel more comfortable with the brand and the style of marketing, but I knew that Engel & Völkers was at the forefront of where US real estate marketing is heading. Engel & Völkers is at least five years ahead of the competition. I realized very quickly that Engel & Völkers is already and will continue to be the brand that everyone else looks to and seeks to follow.
Could you give a short description of your job?
I am the Licensed Partner and Broker/Owner of Engel & Völkers covering most of North Central Florida. I oversee the growth of the team and strategic planning of our future offices in the area while assisting and providing our advisors with the tools that they need to become the market leader in their desired area of expertise. I enjoy selling homes and I always have but in the past few years, I have enjoyed more seeing the advisors in my team grow as individuals and increase their revenues as a result of my leadership. I am very hands on and my team both benefits from and enjoys my daily involvement.
Which three advices would you give other agents to be successful?
1. Listen! Don’t talk, but listen. Count to three before talking. When you are qualifying a client ask them open ended questions. Instead of “How many bedrooms would you like” try this one: “Describe for me in detail the ideal home you would like me to find for you”. If you’re qualifying a seller maybe use the question “so describe for me how you see your perfect agent communicating with you and marketing your home”.
2. Always give more to your team members than you expect in return. If you help them, they will help you back. Don’t be afraid to give before you receive!
3. If you’re an office manager or assistant or even another agent, why not try this when transferring a client to an advisor “Please allow me to transfer you through to the person who I believe would best suit your requirements and whose knowledge in this case is just the best in our office. You have just helped one of your team mates receive a great client.