Feb 2, 2022
This week on the podcast, Anthony is thrilled to welcome Barry Karch. Barry has been a realtor in El Paso for over 35 years. Along with his wife, he is the broker/owner of a real estate company. He has consistently sold 90-100 homes per year, putting him in the top 5% of the industry. He says he's not a "natural born salesperson." Far from it. He's quiet and introverted, but that doesn't stop him from selling houses-- and lots of them. In fact, he thinks being an introvert gives him an advantage. He's talking to us today about how introverts can excel in sales.
Introverted realtors have an advantage according to Barry. For one, apprehensive buyers prefer a more introverted realtor. An introvert can make that kind of client feel at ease with a more understated approach. Another advantage is that an introverted realtor can make connections with their clients more easily. It’s hard to build a connection with someone who is trying to sell to you the minute you make contact. An introvert will let the buyer dictate the pace of the process. Finally, introverts are more likely to listen rather than talk. That means they can take on more of an advisory role, which helps the buyer feel confident the introverted realtor is on their side.
While Barry thinks being introverted works to his advantage as a realtor, he doesn’t believe there is a ‘mold’ of the ideal realtor. In more than 30 years in the business, he’s met peers with all different personality types. One of the tough lessons he’s learned is you’re not going to be right for every home buyer. You can’t take it personally when a potential client chooses to work with a different realtor.
Using a script has never worked for Barry. It’s more effective to use a relational technique, which he learned from real estate coach Brian Buffini. With this technique, asking for referrals is the best way to grow your business. His favorite way to do that is to drop off a gift (usually Girl Scout cookies) and ask for referrals. They may say no in year one, but when he does that year after year, eventually the client is conditioned to refer Barry when a friend says they want to list their home. It’s nothing fancy. Consistently stay in touch with your clients and you’ll get those referrals.
Barry has outlived some of the worst times to be a realtor. He says the key to surviving the booms and busts is to be adaptable and willing to grow. What worked for him 30 years ago isn’t going to work today. It’s easy to want to give up, but Barry hasn’t ever really considered quitting. What keeps him motivated in those more challenging years is the connections he builds with people. Starting over in a new career doesn’t appeal to him. He loves what he does enough that he’s chosen to weather the storms of the housing market.
For those new to the profession, Barry has two pointers. First, get a coach. Barry didn’t do so until he had been in the business for about 10 years. A coach can help you master your craft and learn the business much faster. Second, save your money. It’s easy to get excited and start spending money when the market is booming. If you do that though, you’ll be in big trouble when the bubble inevitably bursts. He recommends saving at least 10% of your commission every month.
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