Being a good REALTOR® is about so much more than just sales and commission. It’s about serving people. Dan Rochon, a REALTOR® with the Greetings Virginia Sales Network, knows this well and was reminded of it when he got a fateful call years ago. Listen in to hear Dan share why an app can never replace a good REALTOR®, and learn what he carefully considers during every negotiation.  Please subscribe to this podcast in iTunes or in the Podcasts App on your phone, and never miss a beat from Leigh by visiting leighbrown.com. If you’re tired of doing real estate alone, enroll in  Leigh Brown University and be sure to use your special “CSIRE” discount code at checkout for $10 off your subscription. Time Stamped Show Notes 00:40 – Introducing Dan, the Head Coach/Visionary with the Greetings Virginia Sales Network who has been selling real estate since 2007 01:15 - He lives in northern Virginia with his wife, daughter, and dog 03:00 – Real estate in his area 03:13 - The economy is great and insulated from the rest of the country 04:00 – Dan’s CSIRE story 04:30 - They were in their office with old-school phones and it rang; he answered the phone and the lady was a seller he had been prospecting for two years 05:05 - She called to cancel their appointment because her husband had killed himself the day prior; he never answered the phone but did on that day 05:30 - He listened to her and went home and cried 06:05 – The lessons 05:35 - It’s not about sales or commissions; it’s about helping others 05:40 - REALTORS® work round-the-clock and are wound up in emotions, too 07:25 – On being a professional waiter 07:45 - He thought being a waiter was draining, but real estate is more emotionally draining and brain taxing than the Army 08:15 - Real estate is about people 08:20 - Even though there’s more technology now, real estate will always be about people and their needs on both sides of the table 09:45 - An app will never change the need for a human to do the job or a REALTOR® 10:30 - It takes someone with skill to handle negotiations and the unexpected things that come up burning a transaction 10:44 - A REALTOR® also acts as a mediator between people who are running high on emotions 12:00 - Cultural differences impact the way people handle a sale, too 12:45 - Real estate is a tough industry 12:50 - People in the service industry have experience in hard work, negotiations, and great customer service under pressure 15:15 - How to reach Dan 15:35 - Facebook, his website Greetings Virginia, and check out his book Real Estate Evolution if you’re an agent 3 Key Points It’s not about sales or commission; it’s about the needs of the human. Real estate takes every ounce of everything you have. An app can’t do what a REALTOR® can.