By Chris Nichols
I love the game of golf! Many lessons can be learned from the sport; and one was learned poignantly on Sunday at the Master’s in Augusta, Ga. Phil Mickelson was within striking distance of the lead in the final round when he was faced with a difficult decision due to an errant tee shot.
The choice he faced was to go back to the tee box and take a penalty or attempt the impossible and play the ball as it lied, covered by plants. Inexplicably, Phil played the ball and got a triple bogey. Had he taken the penalty and gone back to the tee box, he most likely would have shot a bogey on the hole, saving two shots and possibly tying him for the lead at the end of the round.
As I watched Phil play the remaining holes, it was easy to see that the triple bogey weighed heavy on him. He missed a few key putts that might have even put him in the lead. It became increasingly obvious that he should have chosen to reset and start over on that hole.
How many times in our businesses do we find ourselves down an errant path, and instead of taking the opportunity to reset and start over, we continue down the same path hoping it will turn around? Spring is a wonderful time of year when the planet seems to reset and start over fresh. Take this time to do the same with your business and don’t make the same mistake Phil made.
By Dave Robison
Ever had a buyer working with more than one agent? Ever had a seller who you spent a ton of time with, gave them your advice, and then they used a discounted service? Ever had a buyer who kept changing their mind or made offers on a lot of properties?
I knew an agent who had a hard time with one of these scenarios. “Tina” broke down crying one day, saying, “How am I going to pay my bills now that this closing fell through? I’ve worked so hard this past month and now the buyer is backing out? How can they do this?” Many agents have been there. (This is a real story, however, and I changed the name above.) I had to explain a secret to Tina, on getting deals done.
The secret to success is not being emotionally affected or attached to the outcome of the transaction. Whether it fails or closes, you can’t be attached to the outcome you want. It’s a Nordstrom Way Secret.
Eons ago, I had a buyer who planned to purchase a multimillion-dollar property. I remember spending hours on end, educating and reassuring this person about the home buying process, in anticipation for what was about to be their biggest purchase ever. During the process, the buyer was concerned with the inspection. The items did not seem of major importance to me, however, they caused stress for the buyer.
The buyer asked the famous question: “What should I do?” This is the point where many REALTORS® might say something like, “It’s a great time to buy,” or, “I would do it,” etc. A secret to being unattached to the outcome is that you tell yourself: “It’s okay if they don’t buy the home. I still can pay my bills. There will be other buyers.” Even if you feel these statements aren’t true, you are going to have to say this to yourself anyway. There are many buyers I meet who will tell me they felt like their previous agent just wanted them to buy something and get a deal done. Those buyers left their agent to look for someone who would help them, rather than an agent who just wants a deal.
The right approach: Continue reading »
By Toby Boyce
The couple slid through the front door, their faces painted with obvious pain and anguish over having to go through this all over again – and after talking to them, it became very obvious why.
This was the first time I’d met the couple, but I was far from their first real estate agent who they’d viewed houses with. A past client referred them my direction and as we stood in that house, it became obvious that the agents they’d met were not paying attention to the clients.
While I’m sure that no one that reads the YPN blogs is guilty of this at all, it seemed a good time to remind other professionals of a few items.
You Work for the Buyer (or Seller). This is an amazing concept, I know. While many clients will lean on your expertise the key is to remember that every – and I do mean EVERY – decision in this transaction is theirs. Stop putting your values, ideas, and personal biases on to your customers – they don’t care and more importantly it could be a lawsuit waiting to happen if it is deemed to be steering due to a protected class.
Lead the Horse To Water, Let It Drink. The neighborhood isn’t the best one in the market – but which is the best? Is that a subject or objective statement? Of course it is subjective which means it needs to be left up to your clients. Showing houses last weekend and the street felt very busy to me and the buyers have a young child – made me uncomfortable. Did I voice my concern to the buyer? Of course, but it was in a constructive way, suggesting they come by the house a few times to make sure they were comfortable with the traffic and speed on the street. Led them to the water hole, and to drink or not was their decision. Oh yeah, and they wrote on the house.
Show Some Personality. I’m unique; actually I believe when I was in school the word was “special.” And I’m proud of that. You should be to. Embrace who you are and utilize it to the best of your abilities. I’m a natural educator and I believe that my home buyers are some of the most educated about the process in the area. I work with people who share similar beliefs from an affiliate stand point and it has worked for me during my four-and-a-half years in real estate. Continue reading »