Kurt Steffian, Broker/Owner of Help-U-Sell Coast and Valley in Santa Ana, California, spent several years of his career in corporate finance for a Fortune 500 Company before making a change to real estate.
“I provided lease financing to corporate America, supporting their IT departments’ equipment financing requirements, assisting mostly CFOs and CIOs. I always realized that ‘Corporate America’ doesn’t care about you. As I grew older, I became open-minded to other possibilities of making money, but with a focus on life balance and being happy. I realized I could do something else and wanted to choose the next chapter wisely,” Kurt said.
He added, “I was initially attracted to real estate because I love working with people; that is enjoyable to me. I started out at a big brokerage with over 1000 agents. There were immediately noticeable drawbacks to being in a larger, faceless company and little help available for a person learning the real estate industry. Of course, I took classes. I once asked my manager questions, and he replied, ‘Why did I hire you?’ and walked away. I stayed there for two years, but it wasn’t an ideal experience.”
Having developed a love of real estate despite the “big broker” experience and wanting to be on his own, Kurt researched alternatives with the intention of purchasing a franchise. “Believing in the service you are providing is the most important tool to the sales representative. All of the real estate franchises offered the same model. I was searching for a customer experience I truly believed in and wanted to offer to the consumer. As if by fate, I ran into the Help-U-Sell Real Estate booth at a National Association of Realtors convention. I immediately understood the vision and value proposition. Help-U-Sell made sense to me!” Kurt exclaimed.
He continued, “For starters, I like that you can run this business lean. Since I previously worked for large brokers, I know how scattered and impersonal it can be firsthand. With every client, I always know where they are in the process because I handle the process from start to finish.”
“Secondly, we are unique compared to traditional brokerages. This business model makes sense to clients. When people call to inquire, they usually decide to move forward with Help-U-Sell over the phone. That’s due to the fact that we are ‘the best value in real estate’, and I offer an unconditional satisfaction guarantee. If they can find anyone who would do a better job, they are free to cancel the listing contract at any time prior to us selling their home. We are a full service brokerage, the same as any other Realtor. Our clients quickly learn our services are not standard, because we offer more for less. Every listing gets a custom URL and web site, additionally we use Matterport technology for state-of-the-art photos and videos. We host open houses and broker previews, and are always open to suggestions for additional marketing. We offer a total commitment to the client in support of our unconditional satisfaction guarantee,” he said.
“Finally, Help-U-Sell reduces the time I spend on my marketing efforts for expired and FSBO listings. The programs within our platform are easy to set-up and implement. The marketing is superior and there is a lot of brand recognition, especially here in California where our office representation is very high,” Kurt added.
To keep the business top-of-mind in his community, Kurt has strong relationships with professionals in other industries with a mutual interest. He elaborated, “I actively cultivate relationships with probate attorneys and divorce attorneys, and get a steady stream of referrals. They refer to us because everyone likes saving money, and we make them look good by offering their clients the best value and superior service during what is likely a trying time. Saving your clients money is never a bad thing, especially in California where much of the state is in a higher-priced market and they would stand to lose a lot of money from a 6% commission traditional sale.”
Considering the Southern California market, he further clarified, “You commonly see properties sell from $400,000 to $700,000, which is a huge range. Inventory is a little tight right now, and you will see a two bedroom condo list for $700,000. Consumers are getting wise to a smart choice: pay an arbitrary percentage for commission, versus paying for services that are actually being rendered. We listen to the client and tailor ourselves to the consumer need. Our competitive advantage is obvious and the value proposition is clear to home sellers. People appreciate what we do. Meanwhile, we’re getting the job done and still making a profit. Help-U-Sell is the future of real estate.”
Kurt is hoping to close 50 transactions this year. “My goal is to complete a deal every week. However, I also have other priorities and being happy is one of them. I have a great family life and spend as much time as I can with my wife and children.”