Being a realtor is not a easy business. In order to sell real estate, an individual will have to study for a rigorous exam offered by the state. Once the state legally and officially registers or licenses a person pursuing a real estate license they will have to take it one step further to actually be able to call themselves realtors. A person who is a licensed real estate salesman will then have to take extra tests and exams and submit to a more advanced code of conduct with one of the largest national organizations in the country to be considered a realtor.
Once an individual is officially a realtor, the battle has officially begun. In order to sale real estate, a realtor is going to have to be super active. Considering the competition in the country, a realtor will need to be pretty close to an expert on everything in the neighborhood. This happens by doing research and actually doing. A realtor will need to know what the different prices are for a neighborhood, what the trends are, what the schools are like, what the proximity to commercial, freeways, airports, etc. All of this can be discovered online. Even more important for a realtor is to get out and see the different products being sold. Every home has its own personality. A home might be fantastic on paper but in reality is ugly as could be possibly imagined for a neighborhood. If a realtor did everything from online, and never in person, the viewings of the home will be unlikely to result in any selling success.
The reason a realtor really has to be out in the public sphere is so that when they are with there clients they will listen. Listening is the true selling secret for a realtor. No one likes to be sold anything. No one likes a salesman. A realtor must make sure they do not become salesman. If a realtor will just listen, after doing all their homework and actively pursuing personal knowledge of the actual homes and communities, they will know what, where, how, and when to sell a particular home to a particular person or family because the buyer will somehow give away what will sell them as long as they are able to talk.
A great story comes from a top selling realtor. She was out all morning going through open houses and looking at available homes on the market. She knew the price ranges of the different homes she was looking at, and knew a lot of statistics on the different costs of the neighborhood. She had toured a really ugly home that morning and was pretty discouraged. Later in that afternoon, she had a couple clients in her car and instead of trying to get them excited about the homes she knew were available on the market she was just listening. As she was listening to the wife talk to the husband she heard the wife mention that she really wanted a beautiful tree on her property. The realtor remembered that at one of the super ugly homes she had toured one of them had a gorgeous tree in the back yard. She quickly changed plans and as soon as the couple saw the big tree in the back yard they bought the home at a nice price. Had the realtor been a salesman and not a assistant she never would have sold that ugly home with a beautiful tree.