HOW TO ANSWER

How to Answer the Inevitable Question: Why Should I Choose You?

In some markets, a real estate agent is competing against thousands of other individuals and teams. There are only so many bells and whistles—so many buzz words you can throw at prospective clients. To a buyer or seller who has interviewed several other agents already, all of it begins to blend together and every realtor sounds as though they’re reading off the same script.

Your clients want to know why they should choose you. They want to know what makes you different. It’s highly likely they’ll even ask you this question directly in your initial interview, but as an agent, you might have a hard time coming up with a response that either you or your clients are truly satisfied with.

To answer your client’s why you must go back to your own why.

WHAT SKILLS DO YOU HAVE THAT OTHERS DON’T?

Just because there are other agents in your area doesn’t mean those agents have the

same skills that you do. We each bring our own backgrounds and experiences to the table. What comes naturally to you? Maybe it’s your negotiating skills or your ability to connect people that sets you apart from the rest.

WHAT PART OF THE BUSINESS DO YOU ENJOY THE MOST?

There are skills and then there are passions. In real estate, there’s so much to enjoy. There’s the opportunity to match a family with the right home and the sense of safety and comfort that brings their loved ones. There’s the ability to give someone a sense of financial security by advocating and negotiating on their behalf. And then there’s the houses and neighborhoods themselves— the architecture, history, and community.

WHAT ARE YOUR ACCOMPLISHMENTS?

When you look at your client list and the portfolio of work that you’ve built over the years, what are you most proud of? Sure, there are financial rewards, but there are also other accomplishments that your prospective clients will likely be eager to hear about, such as happy client testimonials, a thriving referral business, volunteer and charity work, or even how you lift and support your own team.

Everyone needs money, but those other accomplishments and how you speak about them show your client what kind of person you are and if that’s the type of person they want to work with.

WHAT ARE YOUR INTERESTS?

Real estate might seem like your entire world at times, but you also have a life outside of work. Maybe you like music or traveling or being outdoors. The best part about being a realtor is that there are often ways you can thread these interests into your work, like hosting client functions and events.

WHAT DOES YOUR CLIENT CARE ABOUT THE MOST?

Let’s face it, your clients likely care the most about only a few things: saving or making the most money, doing it as soon as possible, and making sure that doing so isn’t too stressful. Your response to your client’s question—why should I choose you?— should address these concerns.

Maybe you excel at creating systems that make the selling process efficient and profitable for your client. Or maybe you excel at providing a personalized experience for homebuyers.

Try out a few responses. You might even start with a template: My [skills or passions] helps me [provide this service] because I can [achieve my client’s goal].

Like most things in life, coming up with a compelling and concise response for why clients should hire you will take time and practice.

PENNY TARWACKI

In 1988, Penny Tarwacki, a mother of four, took an interest in the real estate business. Soon after all her children were enrolled in school, she decided to enroll in courses and get started in the industry, and since then, she has gone on to author an accomplished thirty three year career. Today, Penny is the Associate Broker and Owner of New Dimensions Realty, where she services clients throughout Wyandotte and the surrounding areas. A longtime resident of Michigan with decades of professional experience, she has cultivated a process to facilitate transactions of all kinds, specializing in residential sales, luxury homes, and first time home buyers.

When listing a home, Penny combines the latest technology with her in-depth knowledge of the local market to give clients an added boost. After helping them prepare their home, she shares it over targeted social media campaigns, as well as over two hundred listing websites—all to reach the largest possible network of prospective buyers. Meanwhile, she makes sure her clients price their house just right to maximize their value while ensuring a quick sale.

But Penny is just as thorough when assisting her buyers, taking the time to educate them each step of the way. Through open communication, she personalizes her process to the specific needs of each client, placing their best interests at the forefront of the transaction. “I love working with first time home buyers,” she says. “To me, there’s nothing more exciting than seeing a new client realize the dream of homeownership.” Over the years, Penny has earned a terrific reputation throughout Wyandotte, with the vast majority of her volume coming from repeat clients and referrals. In fact, she has recently begun working with her clients’ children and grandchildren. When asked about the keys to her success, though, she emphasizes the importance of putting the customer first. “I set out a straightforward policy when I got started in real estate: ‘Do business for tomorrow, because today will take care of itself.’ I’m not going to sell a house just to get a paycheck. And when I walk through a home, I try to understand exactly what my client is thinking and learn what they want from the transaction.”

Outside her career, Penny is tremendously active in her community. She is currently Association Director of the SEBAR and President of Downriver Chapter of SEBAR; elsewhere, she has stood on numerous committees and boards within her industry. A passionate mentor, she strongly believes in educating the next generation of Realtors on the ins-and-outs of the business and sharing her tried and true values of customer service. When she’s not with clients or giving back, Penny can be found relaxing on the river in her mini yacht with family, friends, clients, or colleagues.

Penny has solid ambitions for the future. In the months ahead, she intends on maintaining contact with her client network while expanding her mentoring within the industry. “I’m not looking to retire anytime soon,” she says with a laugh. “Thirty three years isn’t enough. Whether I’m finding a new home for a client or marketing a property, I can’t think of a more fulfilling way to support my community.”

To learn more about Penny Tarwacki email penny_tarwacki@yahoo.com, visit www.pennyrealtorsellshomes.com or call (313) 218-5779

GEORGE THOMAS

George Thomas first came to the real estate industry in the 1990s, when he built an accomplished career as a Developer through converting rental apartments and dwellings into condominium units. Along the way, he took an interest in realty; in particular, he enjoyed caring for clients and managing transactions. So in 2012, he decided to combine his experience with development and his acute knowledge of the Michigan housing market to launch his real estate career. And he hasn’t looked back since.

Today, George is a Realtor® and Developer at Dobi Real Estate, where he represents buyers and sellers throughout Madison Heights, Hazel Park, and the surrounding areas. A specialist in Land Development and New Construction, he has applied his decades of experience to reveal the untapped potential in his market, earning a tremendous reputation through the years with the vast majority of his volume coming from repeat clients and referrals.

When listing a property, George prefers a comprehensive approach. After helping his clients fully prepare their home, he shares it over a series of targeted digital and social media campaigns. Elsewhere, he is just as attentive when assisting his buyers, carefully guiding them through the process from start to finish. By leaning on his in-depth knowledge of the local market and outside-the-box thinking, he ensures that each of his clients finds the right transaction for their best interests. “This business rewards creativity,” he says. “Above all, I am looking to make a deal where everybody wins: the sellers, the buyers—all parties.”

But George is just as forward-thinking when it comes to land development, as he is leading the way in establishing the first new subdivision in the Madison School District since the 1960s. At Dobi Real Estate, he has found a distinct niche through redeveloping vacant lots and land, as well as converting non-usable buildings, to generate fresh opportunities at a solid price point for entry-level buyers. What sets George apart, though, is the ability to look at a property through a different perspective. “I’m always striving to innovate and create. When examining a property, I look at all the possibilities. For example, if I see a rundown church in a not-so-great part of town, I ask what can be done.”

Outside his career, George is tremendously active in his community, where he serves as a Parish Member of the Shrine Catholic Church. When he’s not with clients or giving back, he can usually be found exercising, golfing, or hiking. An avid fan of music, he also enjoys attending the occasional concert.

George has strong plans for the future of his business. As he uncovers new development opportunities, he will continue supporting his buyers and sellers through education, communication, and unmatched service for years to come. But through it all, he most looks forward to further unlocking the potential of the community he loves. “I get the most satisfaction out of connecting a client with the perfect home for their needs,” he says. “Those moments remind me why I’m so passionate about what I do.”

To learn more about George Thomas, please call (248) 727-3856, email George@WeAreDOBI.com or visit WeAreDOBI.com