A Help-U-Sell veteran, Jack Bailey has owned his franchise in Greensboro, N.C., since 1988. He’s seen many changes in real estate since then, from technology to the rise of buyers’ agencies, but his goal remains the same.
“I love exceeding expectations,” he says. “I get a lot of satisfaction from taking a client, listening to their objectives and overcoming obstacles.”
One of his secret weapons is his buyer consultation, which he created more than 20 years ago when he realized his buyers didn’t have knowledge of real estate basics. “You have to become more of an adviser in these tough times than just someone who lists houses,” Bailey says.
To that end, he coaches his potential buyers in the terms and the tricks of the industry that they’ll need to know. “It’s important for buyers to be educated as best they can,” he asserts.
During the consultation, Bailey explains the buying process, negotiating techniques, types of loans and basics like closing costs and escrow accounts. “By the time we’re done, we’ll have a strategy for them,” he says.
Not only does the consultation inform his clients, but it also inspires their confidence in themselves and in him.
On the seller side, Bailey advises that you need to know your statistics and your facts. “Explain what’s going to happen in the market and how [you and the seller] need to strategize,” he suggests.
His techniques and practices come from the heart. “I sincerely want to help people. I put their interest before mine,” he says. “The results always work out for everybody.”
For new brokers, particularly those new to Help-U-Sell, Bailey offers the following advice:
- Make sure you pick the best business model for you. Consider your strengths, your objectives and your market before deciding between running your office as a manager with agents and doing it all yourself.
- Build a good knowledge base of real estate and be constantly aware of what’s happening and what is projected to happen.
- Market very smartly, especially to your Centers of Influence.
- Focus on profitability, not just closings.