Author Profile: C. Charles Chatham, S.E.C.

Biography »

C. Charles Chatham, S.E.C. was a member of the Board of Governors and Regional Director of the Society of Exchange Counselors. He taught "Counseling and Client Management" for The Reno Foundation which has become a vibrant and acclaimed seminar.©2009-2011 The S.E.C. Real Estate Observer

Publications »

Make Haste Slowly
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Posted in Summer 2018, The S.E.C. History Files on 24 June 2018
Stats: 190 views and No Comments

Editor’s Note:  This article first appeared in the October 1973 issue of the Real Estate News Observer. Most of us agree that if we thoroughly understood a client or pros­pect—understood his desires, his dreams, his actual needs, and his motivations—closing a real estate transaction would be compara­tively simple matter. Yet why is it that we […]

Counseling – What Is It?
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Posted in Spring 2018, The S.E.C. History Files on 1 March 2018
Stats: 302 views and Comments Off on Counseling – What Is It?

Editor’s Note:  This article first appeared in the August 1975 issue of the Real Estate News Observer. Most real estate practitioners believe they are counseling now. Nothing could be farther from the truth.  The common concept of “real estate counseling” is that of a nose-to-nose confrontation with the prospect or client. Let us examine a […]

Counseling – What Is It?
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Posted in Summer 2016, The S.E.C. History Files on 10 June 2016
Stats: 807 views and Comments Off on Counseling – What Is It?

Editor’s Note:  This article first appeared in the August 1975 issue of the Real Estate News Observer. Most real estate practitioners believe they are counseling now. Nothing could be farther from the truth.The common concept of “real estate counseling” is that of a nose-to-nose confrontation with the prospect or client. Let us examine a dictionary […]

There They Go
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Posted in Spring 2015, The S.E.C. History Files on 18 April 2015
Stats: 1,526 views and Comments Off on There They Go

Frank Weaver, Editor of the Real Estate News Observer, included in my February issue a large card on which were printed these words: “There they go! I must hasten after them, for I am their Leader!”

Servant or Professional?
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Posted in Fall 2014, The S.E.C. History Files on 27 October 2014
Stats: 1,066 views and Comments Off on Servant or Professional?

It required many years for me to realize that the reason I ran all the errands, carried all the papers, and chauffeured all the families to all the places they wanted to visit or see was that I had no faith in myself as being worthy of earning the amount of commission I was paid when a transaction closed.

Make Haste Slowly
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Posted in The S.E.C. History Files, Winter 2013 on 16 December 2013
Stats: 1,969 views and Comments Off on Make Haste Slowly

Most of us agree that if we thoroughly understood a client or prospect – understood his desires, his dreams, his actual needs, and his motivations…

Counseling – What Is It?
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Posted in Summer 2011, The S.E.C. History Files on 15 August 2011
Stats: 2,693 views and Comments Off on Counseling – What Is It?

Most real estate practitioners believe they are counseling now. Nothing could be farther from the truth…

To Question
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Posted in Summer 2009, The S.E.C. History Files on 21 July 2009
Stats: 1,902 views and 1 Comment

After we had spent the better part of two days studying the Art of Exploratory Questioning during a class in “The Art of Real Estate Counseling,” one of the students presented me with a 50 cent plaque he had discovered in a dime store that read: “I KNOW ALL THE ANSWERS — IT’S THE QUESTIONS I DON’T UNDERSTAND!”

What You Don’t Know Can Injure Your Client
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Posted in Fall 2008, The S.E.C. History Files on 5 October 2008
Stats: 2,202 views and 1 Comment

Many bro­kers recoil in horror when I remark I require my clients to bring in their last three to five years of Income Tax Reports. “What?” they exclaim, “Why, that’s private, privileged information!” […]

Inventory
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Posted in The S.E.C. History Files, Winter 2008 on 17 January 2008
Stats: 1,890 views and 1 Comment

The real estate industry can never become a professional the true sense as long as we bow our knees in reverence to the all-important in-ven-tor-y! […]