One of my newest team members said something very profound at a listing presentation that I took him on this evening. I had joked with the owner that he should go into real estate. He said he could never be a salesperson. My new agent responded with, “Realtors do not sell homes. They allow Buyers to Buy.”
I had always said that we actually are Counsellors and that is what we call ourselves on the McCaffrey 
Team. I believe that we give buyers and sellers the information they need to 
make good housing choices. I believe that we are problem solvers and transaction managers. We help our clients manage the stress involved in the transaction. We believe that we sell lifestyles not houses.
This statement, “Realtors do not sell homes. They allow Buyers to Buy.” Is even more profound than my beliefs above. A house can act as a commodity but it is not a rational decision when the Buyer finds the right house. It can have everything on the check list and still not FEEL right. From that point of view it is more like falling in love than buying a car or any other PRODUCT.
Thinking about it, I realized that our job as Listing Agents is to make the home desirable, much like getting ready for that first date. From staging, to the professional photos, to the text we use to describe…not the features…but how it feels to live in the home, it is like posting a profile on a dating site. We try to differentiate the listing from others and describe its unique traits. As a Buyer’s Agent, we serve as Match Makers, introducing the Buyer to various options, hoping to make a MATCH.
You cannot SELL a home to a Buyer if the chemistry is not right. A Buyer once asked me, “When will you know it is the right house for me?” I told them when they danced around the yard saying, “We found it, we found it.” Another buyer I answered the same question, “When you stop asking me how low can we make an offer and ask what we need to offer to make sure we get this house.” You cannot SELL a house to a BUYER if the emotional connection is not there. If you talk them into a home it always falls apart later. If it is the right house the Buyer won’t care if there is no furnace (my first Brookfield home), or that the driveway is steep to even that the septic is iffy. Love is blind and so is the emotional process of how a Buyer chooses their HOME.
WE DO NOT SELL HOUSES. WE POSITION HOUSES TO ALLOW BUYERS TO BUY. WE INTERPRETE BUYERS WORDS AND BODY LANGUAGE IN ORDER TO INTRODUCE THEM TO POTENTIAL MATCHES.