So? Why did I choose the title of this fantastic novel by, Sun Tzu for my latest blog?  What on earth can it have to do with Real Estate?  Well, I’ll tell you!!

My blogs are not going to always be about “RE” and all the ‘buddies’ associated with the Real Estate process.  There are many fellow realtors out there that have their thoughts and insights with their blogs, “coming soon, just sold etc.” that I’m sure flood your email.  I know I get a fair share myself.  And truth be told, there are a few that I thoroughly enjoy reading and look forward to.

I digress.  The Art of War in a nut shell is a “guide to life” in some respects for me. This is a book that I have read probably 5 times over the course of my 20’s and on. Each time it gives me some enlightenment on business, strategies and if you think about it…relationships. Ahhhh, now I see where he is going!  Well played, Chris!

Business is about relationships. It really isn’t some great epiphany that I share with you. Whether it be with a client, buyer, seller, manager, planner, etc.  All play roles in your success.  But the NUMBER ONE person in this equation of success is the role YOU play and that will determine the outcome of the “game”.

I personally try to do three things initially so I have a better understanding of the potential new client. It’s rather simple:

  • Listen to the needs.
  • Ask questions directly related to those needs.
  • Offer direction that may / may not be readily available to the potential client.

As I have said in previous blogs, you have probably three to four minutes in an initial meeting to win a home buyer over. With today’s technology and websites, these folks are not coming in “clueless,” so you best be prepared with finite details of the property and surrounding areas.  Otherwise, to use a baseball analogy; you just looked at third called strike.

I’ll leave you with a quote from The Art of War that I find most valuable:

“If you know the enemy and know yourself, you need not fear the results of a hundred battles”.

Translated to business, and in this case, Real Estate Sales, it’s better to be over prepared than to be less knowledgeable than the potential client.

Be of value. It’ll do you well in business and life.