A realtor you can genuinely trust, one who treats family values and first-rate service as non-negotiable, is not always easy to come by. Glenn Wechsler of Keller Williams Metropolitan in Morristown, New Jersey, fits that description.
As part of our ongoing series of conversations with New Jersey real estate professionals, the Teddy Bear Moving team sat down with Glenn to hear how he approaches the business and what he believes separates a good agent from a great one. Read on and join the conversation.
From sales into serving people
Teddy Bear Moving: Walk us through how you ended up in real estate.
Glenn, Keller Williams: For as long as I can remember, I’ve gravitated toward work that lets me help others. After I finished college, nearly every role I took was in sales, and each one revolved around understanding what a customer actually needed. Being of service to people is what I enjoy most.
Real estate lets me do exactly that. Whether someone is trying to list their house, searching for a place to buy, or looking for a rental, there is always a need waiting to be met. My job is to pair the right property with the right person.
Teddy Bear Moving: So a background in sales grew into a passion for helping people?
Glenn, Keller Williams: Absolutely. I’ve always liked being around clients. To me, success comes down to staying close to the people you serve. When you have that direct line, you come to understand their situation, what they are hoping for, and who they are as individuals.
Real estate gives you a window into people’s lives. You get to know their families, you end up invited to birthdays and gatherings, and the whole thing becomes far more personal than a transaction. I prefer it that way. Once clients see that you truly care, they start sending their friends and relatives your way, and those are the people closest to them.
What sets one agent apart from another
Teddy Bear Moving: What makes you different from the other agents in your market, whether through Keller Williams or on your own?
Glenn, Keller Williams: Keller Williams sits at the top of the real estate world, and a lot of that comes down to culture. There is a real willingness here for agents to lift one another up. The company also invests heavily in training, and the backing you get from the people around you is hard to match.
As for me personally, I’ve always been straightforward, and clients respond to that. I never pressure anyone into making an offer. Instead, I talk things through with them and help them land on what they genuinely want. Think of me as the channel that helps them reach their own goals. I stay with the process and let it unfold at its own pace, whether a person is buying or selling.
When you honestly want to do right by people, that comes across on its own.
Flying solo or working as a team
Teddy Bear Moving: In your view, do realtors do better on their own or as part of a group?
Glenn, Keller Williams: Whether a team makes sense really depends on the individual agent. I’ve partnered with other realtors on certain projects, and collaborating can be a real plus. Teaming up also means that if you take a vacation or run into a scheduling clash, there is someone you trust ready to look after your clients.
I wouldn’t call either approach right or wrong. Both come with trade-offs, and it is up to each realtor to decide what suits them.
Real estate the New Jersey way
Teddy Bear Moving: As an agent here in New Jersey, how is the work different from what agents face in other states?
Glenn, Keller Williams: For starters, the profession is treated with more weight here. Our licensing exam is regarded as the toughest in the country to pass. You have to take the role seriously as a fiduciary, which means placing your clients’ interests ahead of your own. It calls for thorough research and a careful eye whenever you evaluate a property. New Jersey is also one of the few places that requires an attorney to close a deal.
On the upside, it is a strong market. People keep moving into the area, helped by how easy it is to reach both Manhattan and Philadelphia. Working with clients here is a pleasure. The range of backgrounds and personalities makes every day feel new, which keeps the career exciting.
Building a referral network you can trust
Teddy Bear Moving: When you put together your referral network, what are realtors really looking for, and what keeps those relationships going?
Glenn, Keller Williams: I believe trust has to be earned. I would only send my clients to a company I already knew would treat them well. I’d never pick a partner just because they handed out gifts or perks, or because I felt some sense of obligation.
You want to stand alongside people who share your goal. Make certain they deliver top-tier service to your clients and hold to a strong code of ethics.
That last point is one we take to heart at Teddy Bear Moving. As a family-owned New Jersey company, we know that when a realtor points a client toward us, their reputation travels along with the move. Whether it is a quick hop across town or a longer haul, our crews work to make local moving feel effortless for the families we serve.
Get in touch with Glenn
You can reach Glenn Wechsler of Keller Williams Metropolitan by phone or text at 973-525-0640, or by email at Glenn.Wechsler@gmail.com.
Would you like to be featured in a future conversation like this one? We’d love to hear from you through our contact page.
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