By Scott Newman
The market is recovering—in some areas it’s even a seller’s market—and that means sellers can once again be a little more demanding…and a little more unrealistic.
So your client is turning into a “sellerzilla.” What do you do when your relationship with the client is on the line, but you need to get your point across? Read on…
Show Them, Don’t Tell Them
If my seller client isn’t willing to listen to my pricing advice and they think they know better me, I prove to them that I’m right. But I don’t do this through arguing, CMAs, or anything of that nature. Instead, I utilize their own two eyes.
If your client wants to list for $275,000 and you know the house won’t sell for more than $240,000, schedule 45-60 minutes with your seller prior to listing their home and take them to see homes for $275,000. When your client sees that the homes in his or her intended price point are bigger, nicer, and overall more appealing, then you significantly strengthen your argument without having to risk isolating your client.
They say it takes 21 days of doing something everyday to make it a habit. The same concept comes into play with unrealistic sellers. Continue reading »
By Brooke Wolford
I recently decided to let go of a client. It was a really hard decision for me to have to tell a buyer that I couldn’t work with them anymore. In all, I had to weigh my options.
When I had initially starting working with this buyer, it was after a big dispute with another agent in my office. (See my previous blog posts Learning Valuable Lessions and Learning Valuable Lessons, Part II )
This was the buyer involved. I spent almost four months working with him. In that time, I had showed them 106 homes and most were 20 miles or more away from my office. This person would call me and stop in my office randomly and want to look at home now! This person also stopped by my house one day, as well. He ended up deciding to move out of state. A month later, he decided he was going to stay in state and start looking again.
I ended up showing the client a few homes again. Still nothing. He really didn’t know what he wanted. I started to get pretty frustrated.
I decided to tell him that I could no longer work with him. I stated that I needed to really know what type of house he wanted. Until he could figure it out, we needed to take a break. I hated to have to let him go, considering all I went through for this buyer but I could no longer be a glorified chauffer. Continue reading »
By Brandon Rodriguez
When I first became an agent just shy over 7 years ago, I was a novice and this dichotomy was not apparent to me. I was under the impression brokers were in charge. They gave you a desk space or office, nice decorated conference rooms, brochures, and you could even do desk duty for them. Not to mention nice team meetings. I am positive back in the 80s and 90s this was the case.
REALTORS(R), with their demand of technology and different commission structures, have changed everything in real estate. My dream of being a broker making lots of money put a glimmer in my eyes and a huge Kool-Aid smile! I could not have been so wrong. Brokers are competing for agents to join their firm. Buyers and seller rarely want to go to an agent’s office to sign papers because we live in “real time,” meaning, they do not want to waste their time and gas to go sign papers. They’d rather you fax (becoming obsolete in itself), e-mail (also becoming a nascence when you have to scan) and the most preferred way is something like DocuSign (not endorsing any company here, but I use them). “Click, click, send.”
The real estate sales people, who are more tech-savvy, rarely need to go the broker’s office anymore. At times I have heard, “I don’t know why my broker wants me at the office. I have everything I need at home.” Walk-in traffic is becoming unheard of since buyers and sellers do most of their hunting online. This is where tech savvy practitioners know how to capture the majority of their clients. Continue reading »