Real estate: More than just sales

Members of the public seem to think that all I do is sell houses. While that is part of my work, the amount of time I spend selling represents just 20 per cent of my job activities.

The role of the REALTOR®, in my view, is not so much a salesperson but more of a consultant – a good Realtor consults with his or her clients, guides them, and helps them to arrive at sound decisions. This consulting role is crucial because the stakes are high – the client is buying or selling a home, one of their biggest financial investments ever.

As a consultant, a good Realtor explains all of the pros and cons of a property or process to the clients and helps them to understand the true value of a property.

When I’m not consulting, the rest of my time is devoted to many other aspects of the job that consumers may not see or understand, but which are equally important in meeting the needs of my clients. Research occupies 35 per cent of my time, while prospecting takes another 35 per cent. The remaining 10 per cent of my time is spent on administrative tasks and duties.

Whereas a retail salesman is all about unloading a product, real estate sales is a different beast. Our focus must be on striving to promote and protect our clients’ best interests. This is a crucial distinction. I have no interest in selling the wrong product to the wrong person at the wrong price.

Many people seem to believe that ours is a simple job. They think we just fill out a listing agreement, plunk a sign on the lawn, and the property sells. That is far from the whole picture. A great deal of research is involved, and although we might make it look easy, people don’t always understand what went on in the preparation stage.

Read the April EDGE
New tutorials explain forms
What a dump: Landfill discovered under dream home

Research is essential to success in this business, and it’s the part that the public does not always see because it happens on our own time, behind the scenes. When working with a buyer, a Realtor must thoroughly investigate an area and various properties, among other things. When working with a seller, we must develop a marketing strategy and come up with a price for a given property based on our research. Wide exposure of a property through various channels is the right approach to selling a home and does the best for the sellers.

All of this research is important and time consuming, but it is time well spent since it helps us serve our clients. Information about a property, its current or future zoning, possible changes to pertinent bylaws, material facts, defects and valuation are just some examples of details that must be researched in depth and verified.

A good Realtor is straightforward and tells it like it is to the clients, even when it may not be what they want to hear. It is hard to tell a seller that their expectation about the selling price of their home is unrealistically high, but it is important to bring reality to the discussion. It can also be difficult to deal with clients who dictate to you or expect you to be at their beck and call — available at all hours of day or night. Sometimes our job is about managing expectations.

I was once showing properties to a new buyer client. He liked one place and insisted on submitting an offer that was 20 per cent less than the asking price, despite my advice to the contrary. Obviously, we lost the bid.

After that, I sat down with him and politely explained how the process works, but I did not sugar-coat my words. I advised him that it’s my role to assess whether a property is priced fairly and then to collaborate with him so he can make an informed decision about whether to bid. I told him that I would help him submit a fair offer on a property he likes.

This frank discussion improved our professional relationship. He came away with a greater respect for my effort and ability. We resumed our search, but because we were now working within a more realistic budget, he ended up purchasing a property that was outside of his initial search area. In the end, however, he was happy with what he got and had a better understanding of how to meet the challenges a buyer can face.

The right approach, in my view, is always to try to present the facts as I see them and to give the client information based on my best estimates, backed by substantial research. Doing this, and providing statistics and background evidence for those numbers, saves my time and that of my clients.

Telling clients what we think they want to hear is a mistake we may be tempted to make, but in the end it causes more damage to the process and perhaps to the industry. In fact, it may cause clients to think I am a slick salesman rather than a Realtor.



Ravi Minhas is a Caledon REALTOR® and has been a member of the Toronto Real Estate Board for eight years. She serves as a volunteer on the Marketing & Communication Committee at the Ontario Real Estate Association.


Real estate: More than just sales

Oakville Children’s Festival announces feature entertainment!

Arts and culture celebration returns to Coronation Park on July 19, 2015

Plan to be entertained this summer! The Town of Oakville in partnership with Tim Hortons, is excited to announce the roster of performers scheduled to hit the stage at the 2nd Annual Oakville Children’s Festival on Sunday, July 19, 2015 from 9 a.m. to 4 p.m. at Coronation Park.

After an incredibly successful inaugural event that drew more than 15,000 people, Oakville’s beautiful lakeside park will once again transform into an arts and culture playground for kids of all ages and abilities. This year’s festival will feature performances by The Backyardigans Musical Playdate, Gadfly Dance and Cosima Grunsky. Additional shows taking place at the festival include Toopy & Binoo’s Frank Meschkuleit, Zacada Circus, MOTUS O dance theatre, and Street Magician and Illusionist Ray Chance.

“The Oakville Children’s Festival offers high quality theatre, music and dance entertainment for children and their families,” said Mayor Rob Burton. “It is wonderful to have arts and cultural events which capture the attention and curiosity of Oakville’s young minds.”

Exciting opportunities for inspiration and learning will take place throughout the park with hands-on building and art activities, dance lessons, interactive shows, a skateboard ramp, face painting, a vintage fire truck, Oakville Hydro bucket rides, kids’ play zone featuring Zorbit Sports, and more!

This year’s food features will include the Kinsmen Club of Oakville pancake breakfast and barbeque lunch, as well as popular food trucks The Mighty Cob, Southern Smoke Truck Inc., Meatball Shoppe, Luchador Gourmet Streatery, Kool Jim’s Ice Cream, Blue Donkey Streatery, BeaverTails, Likos Hawaiian Barbecue, and Portobello Burger.

Free bike parking will be available on-site. In addition, a free Oakville Transit shuttle service from Halton Region Head Office at 1151 Bronte Road will begin at 9:30 a.m. with buses operating approximately every five minutes to and from the festival. The shuttle will also make a stop at Bronte GO station to accommodate out-of-town guests and public transit users. The last shuttle will leave Coronation Park at 5 p.m.

Visitors are reminded to bring sunscreen, a blanket and a reusable bottle for the free water bars. The Town of Oakville is committed to providing smoke-free outdoor spaces where kids play. Due to large crowds and event excitement, visitors are encouraged to leave their pets at home.

Festival admission is free and the event will take place rain or shine. Coronation Park is located at 1426 Lakeshore Road West. Visit the Oakville Children’s Festival page for the full event schedule.

Sign up for the town’s RSS feeds

to get information delivered right to your desktop.

Excerpt from – 

Oakville Children’s Festival announces feature entertainment!