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  • Writer's pictureCharles Cherney

101: Joe Rand - Expertise

I am a real estate agent. Recently, I read Joe Rand's book How to be a Great Real Estate Agent (2019). Towards the end of the book, Joe goes through the ten elements of a great client experience.

Number 4 on Joe Rand's list is EXPERTISE. "You have to know your stuff," notes Rand, "and possess the skills to use your knowledge effectively." And that's not easy for a real estate agent. "Not only do you have to master an immensely complicated transactional environment," Rand writes, "but you need to develop a vast array of skills: counseling, problem-solving, marketing, presenting, negotiating, communicating, and so on."

In his book Outliers, Malcolm Gladwell mentions the "10,000-Hour Rule" - the notion that achieving expertise is a matter of practicing for 10,000 hours. I have now been a Realtor for more than 20 years, so by now I am likely at the 50,000-hour mark! All that experience has developed my expertise.

My expertise has allowed me to successfully help many buyer and seller clients be successful. Examples of my expertise include the following:

- Pricing out and marketing a 36-unit new construction building for a seller client.

- Completing a comprehensive valuation analysis for a buyer client that made clear the property was substantially overpriced.

- Orchestrating the prep work for a new listing: handyman, painter, cleaner, landscaper, window washers, stager, professional photographer. Getting ready for showtime!

- Figuring out a solution for a client with regard to moving their things in when the closing date was delayed.

- Developing our website - - as a best in class real estate website.

Expertise is a never-ending journey. Every day I aim to get better and learn from my experiences.


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