Sheena Polachowski,
Realtor of the Week Sheena Polachowski,
Straight out of college, Sheena Polachowski worked in the social services field, mainly working with children in the justice system – many whom had issues and had committed crimes. “I loved it, but it got to a point where the work I was taking home was sad a lot of the time, so I wanted a change of pace and I believed real estate would still allow me to help people yet bring home happier stories. I enjoy the challenges of being a real estate agent and getting to meet so many people,” she said during this edited interview.
What do you enjoy about selling real estate?
Helping people, especially with something that could potentially be a stressful situation. Basically, I enjoy guiding them through the process and making it less stressful. I enjoy seeing a buyer or seller happy at the closing table.
What do you consider to be your biggest challenge?
When working with buyers, especially new buyers, they seem to be drawn towards what they see on television and they don’t realize that the process is more than just looking at three homes and then choosing one. Dispelling that myth is a challenge. Then, a lack of inventory is difficult, as what is available often doesn’t match what my clients want.
How do you consider yourself to be different than other real estate agents?
I focus a lot on customer service and building rapport. I always make the effort to be there for my clients. Often, they don’t have traditional work hours, so I’ll show homes a little later in the evening or go over contracts late in the evening.
How has your social work experience helped you?
I have transferred many of those skills to real estate. I use a lot of empathy and place myself in other people’s shoes to understand difficult times and I know how to interact with people of different backgrounds and in different situations.
What role should a real estate agent play for a client?
The voice of reason and to provide the appropriate knowledge as an educator.
What qualities make for a good real estate agent?
Knowledge, experience and being an exceptional listener. Also, I’ve learned honesty is important. Clients respect honesty, even when the information you’re giving them isn’t favorable.
How you keep yourself current with the various aspects of the industry?
I learn a lot from videos of successful agents telling their stories. RE/MAX has an amazing offering of continuing courses and webinars I partake in. I also attend conferences to stay on top of industry developments.
What role does technology play in selling homes?
Today, it plays a huge role. It’s what people most likely turn to first when looking for a home. They are on their smart phones using different home buying apps. It’s very important.
What have you learned from your clients?
To be patient and every client is different so I’ve learned to treat clients differently. No transaction will ever be the same.
Have you had any mentors?
Not just one specific mentor. Working at RE/MAX and having all these amazing Realtors in the office to talk with and ask questions has been good for me. Everyone has been very helpful.
What’s the best advice you’ve been given?
To be persistent. Building your real estate brand doesn’t happen overnight. Sometimes, when it seems as though things may not be working, just keep at them because you never know when things may start to click.
What’s the most important advice you give to clients?
Ask questions and don’t be embarrassed about not knowing answers. This is a big purchase, so always ask questions. Also, communicate with your agent. Life happens, so don’t be afraid to tell him or her what’s going on. It makes for an easier process.
How have you developed as a real estate agent since the beginning?
When I first started, I was a lot more soft-spoken and today, I am more outspoken and a go-getter. I’ve become a much stronger negotiator, which has been very useful to my clients.
What is your business philosophy?
To continuously learn and improve in the industry so I can be more valuable to my clients and customers.
What’s the biggest challenge clients are facing in today’s market?
Again, it’s lack of inventory. A lot of new buyers have not been ready to buy when they believe they are. Helping them find a lender and maybe fixing any credit issues they may have.
What’s your favorite part of the process when working with clients?
I really enjoy showing the homes, meeting their families and hearing about why they may be buying or selling. That’s one of my favorite parts.
How do you relax in your down time?
I have a husband, a 2-year-old and a 4-year-old and we do anything from having a picnic to driving to Chicago to visit a museum. We are also a Bears-Packer household, so football season is always fun.
What professional/charitable organizations are you involved with?
I serve on the Grants Committee of the Youth Foundation at the Greater Milwaukee Association of Realtors.