Transforming Transactions: The Consultant Approach

By Shawn Manderscheid

As a licensed Real Estate Professional for 25+ years, consistently performing in the Top 1% of Houston Realtors, Shawn is truly a treasure in the real estate field. He believes in building long term relationships based on honesty and trust, and he’s passionate about providing his clients with a level of service that exceeds their expectations.

In today’s real estate market, the role of a real estate professional is evolving beyond the traditional salesperson model. It’s increasingly about becoming a consultant and advisor to clients, guiding them through the complex process of buying or selling a home. This approach fosters a relationship built on trust, knowledge, and understanding, leading to more successful transactions and satisfied clients.

The journey begins the moment you meet potential clients, whether they approach you at an open house or contact you about a listing. Instead of immediately aiming to close a sale, the consultant approach involves getting to know the clients. By asking pre-qualification questions, you uncover their history, goals, and reasons for their interest in a particular home. This deeper understanding enables you to assist them more effectively in their real estate endeavors.

Adopting a consultative approach allows you to uncover opportunities for additional real estate transactions beyond the initial inquiry. By positioning yourself as an advisor, clients are more likely to follow your guidance, especially when they recognize your effort to understand their needs and objectives. Demonstrating care for what they’re trying to accomplish builds a foundation of trust and positions you as their go-to real estate resource.

Consider the case of a prospective buyer interested in one of your listings. Through a consultative approach, you discover they need to sell their current home before making a purchase. Delving deeper, you learn of an investment property they need to sell, leading to potential 1031 exchange opportunities and additional transactions. Such scenarios underscore the significant impact of being more than just a salesperson; you become an indispensable advisor for multiple aspects of their real estate journey.

Transitioning from a sales-focused mindset to that of a consultant and advisor in real estate isn’t just about securing more transactions. It’s about building lasting relationships with clients, understanding their unique situations, and providing tailored advice that meets their specific needs. By embracing this approach, you not only enhance your value as a real estate professional but also ensure your clients’ experiences are as seamless and rewarding as possible.

If you’re navigating the real estate market and seeking a consultant who prioritizes your goals and dreams, reach out today. We will be happy to answer your calls and emails. Let’s explore how a tailored, advisory approach can make all the difference in your real estate journey.