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If my Son can Battle Darth Vadar, I can Stand Up to My Clients

I have clients who insist on pricing their home too high. They will not listen to reason. "But we bought it at this price, why isn't it worth twice that now? We wanted this property, so will someone else. The market isn't affecting these more expensive homes..." and on and on. You get the picture.

Some short time ago, we visited DisneyLand in California. We surprised the children with the news on the morning we drove the airport. Instead of celebrating and running around the house screaming like my 4 yr. old did (she knew she would dine with the coveted Disney Princesses), my son sat on the counch rather pensively. Clearly we could tell he had something significant on his mind. We joined him on the couch. And here is what the little man said to us:

...Well, I'm sort of excited. But my friend Cody went to DisneyLand and he had to fight Darth Vadar (keep in mind, my son is obsessed with all things Star Wars. He has four light sabres so the whole family can spar. He has every action figure including Princess Leia. And has a Darth Vadar, Clone Trooper, and Jedi costume). And Darth Vadar is sort of scary. He's mean and people don't like him...

Disney Pilot To our wise yet vulnerable young son, we explained about the concept of pretend (while nervously looking at our watch. I mean, we had to get moving! Mickey Mouse does not hold planes, even for cute little fellows) Our brave son gets up off the couch, and argues:

...Let's go. I'm ready. Darth Vadar is a bad guy. I will fight him. Can I bring my Jedi costume and Star Wars suitcase and a couple Star Wars guys? (yes he really has one)... Young Jedi

After some explanation that we had already packed his Star Wars suitcase for him, and, no, he would not be allowed to bring a light sabre on board the plane (the husband-pilot assured us that TSA would not be okay with this). You see, Disney offers a fantastic show where children are selected from the audience, "trained" in the jedi arts, and then have an opportunity to "fight" Darth Vadar. Who even knew if our son would be chosen?

Who am I kidding? He is adorable, full-hearted, and looks great in the Jedi costume. Voila! He was selected. But not before contemplating the situation and carefully calculating his moves with Darth Vadar! He "graduated" Jedi training, and fought Darth Vadar - and won. He won! Words cannot describe the pride and love we had for Jedi Leland at the moment in time. Darth Vadar said: You have been taught well, young Jedi. My son faced his greatest nemesis, in the passion of saving his world.

Young Jedi Fights Darth Vadar Why can't we all face our challenges publicly, without fears of repercussions? My son was 6, and fought Darth Vadar. You men out there can identify with the importance and significance with that, can't you? Star Wars is for men what Titanic is for women.

The punch line is this: if my boy can face the meanest guy he knows in his little universe, then I can certainly stand up to my stubborn clients, and not walk away. I can and will say, "Pricing is everything. Location is important, but if the price is not accurate, then it will not sell. I repeat, it will not sell."

...And furthermore, I will not tolerate idle threats. Go ahead and call those other agents who continue to call you. If they want a listing merely to generate leads off of the sign, then go ahead. You will not make me feel little. I know the market. I know the challenges of the market. I know that this price to which you have married yourself will not stand the test of the market. It will fail, and it will sit and sit and sit without a reasonable, qualified offer. And then who will you blame?...

Oh, the force is strong... I drew strength from my young Jedi that day, and it has served we well ever since. Go with the Force Jedi agents. And stand up to your Real Estate fears. Great, kid, now don't get cocky. That too is important, my friends.

Thank you for reading.

Amy's Sweet Signature

Posted by Amy S Zender - Bellingham, WA Realtor® on 04/01/2009 11:05 PM

Comments (83)

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83 Comments on If my Son can Battle Darth Vadar, I can Stand Up to My Clients

APR

2009

Amy ... the force is indeed strong. Thanks for this good article, and congrats to you and your family for getting to Disneyland and experiencing again the happiest place on earth.

It's fun to see you your Jedi warrior enjoyed himself on that day.

Go with the Force Jedi agents.

Amy, thanks for the nice read. We can learn so much from our kids, can't we? Glad to see you all had fun at Disney.

Amy, a great moral, an adorable child, now we just all need to remember the lesson!

Amy, it's amazing what we can manage. There is so much to learn from our kids and we need to be proud

Hi Amy,

apparently you are not alone!

Excellent post my young Pud1! You are right on point!

Bravo! And what's more, after their home sits on the market for what seems like forever they will probably call you back. I have to admit however, I have had this situation several times and I make a point to send that former client a just sold postcard everytime I sell something. A little reminder that I know what I am doing and they should have listened. (Mean spirited? maybe. Honest and making a point? Definately!)

Awww....cute post, adorable kid...fabulous training!!! You can't be so tied to a deal that you are afraid to do what your gut is telling you is the right thing.

Amy, We can learn a lot from our children, and in my case, my grand-children. Great post.

Really cute kid ~ if he can battle the force ~ then you can too. Don't overprice it.

Hi Amy,

I will not accept an over priced listing. Times have changed, and there is no way that a buyer will step up to pay some ridiculous price, when houses are selling for pennies on the dollar. I tell sellers, that if they have plenty of time, price it higher, but I will not be able to represent them. I can't afford to pay for advertising an over priced listing; it's not worth it to me.

Kathy B

You son is adorable and has a brave heart! He must inherit it from his lovely and talented Mom. My the force be with you on those scary listing appointments!

GREATEST BLOG EVER. Seriously. Not only did I love it because I am a sci fi die hard fan, but also because I am a mom. I find it absolutely amazing when many of my lessons are taught to me by my own son. Children can teach you through the most simple triumphs in their lives. It is this simple triumph which has a way of putting the most basic principles back into perspective.

And aside from that, I loved the way you wrote the column. I was simply engrossed! I think you might have a knack for writing. You should give it a try sometime. Ever consider writing a novel?

Hello Amy!

I must say it was absolutlely inspiring to see people with a conscious especially in today's market. I have had realtors SCREAM at me because the property did not appraise for the listing price, as if I had control over the appraisal. I even had a realtor try and make a private note between the seller and buyer for the difference. I find it absolutely refreshing to hear someone doing the right thing! We all understand the market has taken a beating, we all understand many sellers are out quite a bit of money, but at the same time we must stand our ground. These sellers have various options so the excuse of being "stuck" with an inflated mortgage is no longer the case. Especially now, the banks have more properties than they know what to do with, they are especially receptive to negotiations in today's current market.

More power to you!

Sincerely,

Bilal Qizilbash

APR

2009

Amy; Did your clients ever relent on price, or were they hopelessly lost to the dark side?

That makes me think of the old adage that "It would appear that you are currently the highest bidder for this house."

This is the best story Ihave heard in a while. I have a four and a five year old and oh boy do I learn a lot from them.

The young Jedi always teach us so much don't they? I hope you stood up to those sellers and got the price, if not walk away and live to fight another day.

Now where are those power converters again?

That is what I call a wonderful pedagogical story--for adults. Sometimes we need it made simple for us, too. Your young Jedi warrior is what we need for now and the future. My youngest grandson, who is sturdy and unrelenting and centered, was taking a beating one day and really getting the worst of it. As the protagonist walked away my grandson jumped up and yelled "Is THAT your BEST shot?!

Great post Amy! I love your style!

It especially grabbed my attention because we just went to Disneyland last week, and our 4 year old Daughter went through Jedi training. It was a blast to watch & as I can tell from your passionate post - so was your trip!

Next time a seller wants to go with other agents who are suggesting a price that is too high, just try to tell them: "These are not the droids you are looking for." ;-)

A great post; a great read; and best of all a great moral! Your son's quite the young man and glad he could have this opportunity to face his challenge and WIN.

It's a learning process but I do believe toooooo many agents take overpriced listings in many cases because they haven't educated the seller to the current market situation. At this point in time I have to think all sellers are getting the message that all is not great in the housing industry or they are living in a bubble!

It used to be you used the last 6 months or a year for comps to assist in list price decision making. That is currently somewhat out of wack with short sales/foreclosures. Especially if you do a history search on a listing and pay attention to the original list price and than current list price and closed sale price. A seller really needs to be motivated to sell in this current market with soooo much inventory.

Regards,
Sue of Robin and Sue (this pic is of Robin but mine is on our Blog!)

Amy - Our children and grandchildren teach us great lessons! Hope you had an awesome trip!

My son loved star wars too. He (we of course are storing them now that he is 24 and moved away) have a 12 x 12 room that is full of star wars stuff. Hundreds of unopened collectibles. And of course all the opened stuff he played with.

It's amazing the lessons our children teach us isn't it? And as a parent it's so important to keep and open mind to what they think and say. Sounds like a great trip.

Amy...

I would fire them ASAP. If you've never done that before you should try it. There is nothing more liberating in this business than firing a difficult customer. Or in your Son's case fighting his Nemesis :)

TLW...ROAR!

Great post and analogy. I have learned to say "no" when it comes to over-pricing listings.

Amy, what an incredible story and accomplishment for your son at 6 ~ very powerful stuff here and in make believe. I could not agree with you more regarding sellers who do not understand or accept what is real today in real estate market value. I am standing with you & thanks to your young Jedi warrior for leading the charge.

Amy, thanks for the great post. We can learn so much from our kids and animals as well. More then once I walked away from a listing where the seller insisted to list the home for a price that is to high.

Bettina

Great tale, adorable brave child, wise parents and a beat down on the dark enemy force. Yep, it's all there. Plus this little gem, "Great, kid, now don't get cocky. That too is important, my friends." Oh yes, it is so important. Now let's see, who do I know that needs to read this post? Too many to list.

Thanks for another well woven tale with great advice.

Looks like I arrived late to your party! Wow! a feature! You GO girl! I can understand about the Star Wars obcession. I took my little brother to the movie when it came out and he was addicted his whole life. He had quite a collection of EVERYTHING that was ever made. Until, he went through a divorce...I think it vanished back to outer quadrants beyond the neutral zone (was this in Star TREK?) after that.

Amy... These seller have to see the numbers not only the comps, but what it will cost them to own the property while they wait for the market to catch up with their expectations. Mortgage, taxes, insurance Ect...

If they don't see it your way... these are not the DROID's your looking for.

Kids are great and can teach us a lot. Just use "the force" and tell your unreasonable sellers that they should talk to other agents. There are always a lot of agents who specialize in listing houses which won't sell. You shouldn't waste your time that way. Go on to a listing with sellers who will listen to you. If you list the overpriced house, the only result you will get is that the sellers will assume that you're not working hard enough and they'll then cancel and list with another agent. If they're difficult, they're going to remain difficult. Some agent-seller relationships are like kissing a skunk...it won't get any better with time and you'll walk away smelling bad.

Amy, This is my all time favorite post. Maybe because I love little boys (I have 10 grandsons) and also because I've battled that same seller. Next time I'll imagine I'm Jedi.

Amy add me to the list of folks first mesmerized by your wonderfully woven tail. It's amazing that some sellers can't confess we're on the side of right at the end like ole' Darth did. And just for fun... I've seen all the star wars movies multiple times and no desire whatsoever to ever see Titanic. The boat sinks. <--- not your typical girl.

May the force be with you, my young realtor! (I have a son who was addicted to Star Wars 20 years ago!) He's fought more "Vaders" in his life than he deserves too

Amy - excellent post and great analogy. We could all use the force right now!

I don't have kids but if that was my son I would be bursting with pride. On pricing you are right on. I watched a listing I lost because I was 10% under the sellers request get taken by another agent. I followed the advertising, thousands, and the time spent, priceless, and 8 months later it closed. Adding up time and money, that commission was in the red, and a client was not well served. I am afraid in this climate that there will always be Realtors who will take anything at any price. Let's drink a toast to the seller's who trust our judgement and our CMA.

How cool is that ---what my son would have done to have that experience. Jot down a note and the date on that picture--it will surely come up in the future.

Shelton

I like this, price is key these days. -RJ

Amy,

Personally, I won't take an overpriced listing; I'll walk away before I waste money on ads. etc.

That is a fantastic picture!

On another note, if you don't take a stand on pricing with your clients, its sets a framework for a very long listing with unrealistic expectations in terms of open houses, marketing, etc.

Amy..thanks for writing this post. Children say and do the funniest thing, we certainly can learn from them. We should all have this strong force, and stand up to our clients. I'm going to keep this post on my desk as a reminder..to keep the force.

May the force be with you -- and yes, fire those difficult clients who take too much time and lead to nothing productive. All the best.

Amen. Times are tough and sellers need to pay attention to those of us who live and breathe market values. Thankfully, I have some very savvy sellers. I admit I've lost a few listings to other agents who wanted to "buy" a listing. I will also admit that I have some over-priced listings but don't we all? And I remind them of our conversations when they start asking why their house isn't being shown. "Remember you told me you weren't in a hurry and didn't mind pricing it higher than I suggested?" So, either reduce the price or quit complaining.

Garrett Playing at Philips Arena I guess if my 4 year old can play hockey in front of 15,000 Thrasher's fans I can step outside my comfort zone too...

You are justifiably proud of your son. It speaks volumes that your son had the confidence to attack his fear. It might seem trivial to us as adults, but it is NOT to them... it is real and important.

As for your sellers... give them a hug and wish them good luck. Let them know that they are looking for a lottery win. People win every day, but it isn't the best plan for retirement. But...

I have not really been taking listings because I don't care to spend my money and energy beating my head against a wall. I don't mind challenges... love them, actually... but tryng to make a tragically over-priced home sell is not one I care to take in this market.

Great shots. I have a few just like that from Hollywood Studios in Orlando. One of the coolest things going on. Those kids totally get into the role too. Darth Maul's also a tough opponent...

Great post. We all need the courage to remain firm.

Yeah, unrealistic pricing is probably the toughest thing to deal with working on the seller's side.

Amy - you just brought a huge smile to my face! My son feels the exact same way about Star Wars. I know that if we took him to Disney he'd embrace fighting Darth Vader with all of his might (he's 7)! Very cute post, and you're right on the money! Thanks for sharing and congrats on the feature!

You go girl! What a cutie pie son you have, too! Good luck with those clients!

I have a client that wanted to price to high.. and will not reduce it as they don't know if they are ready to move... Hmmmmm

It's their property - not yours. The homeowner can price the home at any level he/she decides. In any business, the owner of an asset or product prices the product, and the sales force is hired to sell it - not to reprice it. Many agents, without any formal sales training, have an overinflated opinion of their sales prowess and think that their lack of selling success is due to the product being overpriced. If that's your opinion, you're certainly entitled to it. You won't be making any money but you can always look in the mirror and tell yourself that your problems are caused by the owner/client being demanding about the value of their property.

On the other hand, you can tell yourself that you're as good as Zillow, with their famously erroneous valuations.

Same with this issue - an agent is entitled to their opinion of a property's value and can certainly express that opinion to their client - but they are NOT entitled to anything more. The owner sets the price. If you don't like it, too bad - step aside and let another agent take the job.

Look at it another way - there are great salespeople and then there are those whose sales are mediocre. The great ones are great precisely because they don't need to leave the boss's money on the table AND know how to sell because they hit all the right selling points.

Lastly, I wonder how many expressing their opinion on this subject have sold their own homes? If you did, that was the only time that your opinion of the price really mattered.

As a broker your job is to sell it - that's it.

Uh reading the remarks here. Our job is to educate as well as sell. A salesperson, no matter how great cannot sell a overpriced listing and yes sellers can over price. One reason for appraisals.

Marv, I think you are over confident in your ability. You could be the greatest salesperson in the world but if similar homes are say 600K and you want 710K and no less I'm not going to waste my time. If you want to more power to you but you must like waste your money, not your clients, yours, because all the marketing in the world ain't gonna sell it and hence you won't get it back.

I personally don't want an overpriced listing because it makes me look bad by association. The neighbors see that sign every morning and every evening and your name on it. After a few weeks they start to think that must not be a very good agent because they can't sell that home. Of course if they question your client they will probably agree. They don't know it is overpriced and they don't care, all they know is you can't sell it.

On the contrary, if its priced right and sells after one or two weeks they think you are a genius. If it's me I like the second scenario much better.

This is a great story with a great moral. We should all have the strength of character to stand up to our overpriced sellers and set them straight. (I haven't found my voice to do that yet but your post got me thinking about it.)

AWESOME!!!!!!!!!!!!!!!

Thank you.

My blog

Thank you folks for all of your amazing and thoughtful comments. Due to time, I cannot comment in return to each and every one of you, although I would like to. But here's some thoughts...

Harrison, Chris, Michelle & Anja - I would agree that my son is a great gift; very charismaticn and charming. Thank you for your compliments and comments! Cheers... we can learn so much from our wee ones... out of the mouth of babes, as the saying goes.

Greg - I knew you would visit this post! Thanks for the comment...

Jeremy - Wowie!!! You like me! You really, really like me! Thank you...

Todd - I love making points! I have actually agreed to let the clients go. I'll explain in a later comment.

Christine, Kristal, Jean & Sandy - Yes, he's a cute kid. (I bet even Darth Vadar thought so!) Thank you for the compliments and for reading! Have a great weekend!

Kathy - I agree. I will not sell my soul for the almighty dollar. I do not mind spending advertising dollars, but not on a listing where I will ultimately have to have a conversation with the sellers that we need to lower their price.

Rebecca - Best ever? Thank you! A novel is not too far-fetched. Thank you for the compliment.

"Luke... I am your father" (Darth Vader). Sorry, couldn't resist. It's my favorite line.

The agent or the seller can set the listing price, but ultimately, it is the consumer that determines the price. This is true not only in real estate, but for any product or service being sold. A product or service can only be sold for what the consumer of that product or service is willing to pay.

Amy--Fiction is drawn from Reality! Your sellers need to realize that they can dream all they want, but that will not change a thing. That's because the buyers are also dreaming of a good realistic price on a home. Great analogy.

James - Thanks for the Star Wars reference! You are correct - consumers set prices. But with adequate research and analysis, we as agents are able to theorize how the whole show will go down. That's what makes us reliable. I suspect that the house will not sell for the price they have in mind (it is about $80k different) That's a lot to take on. I will market until the cows come home, but I gotta know that they will be coming home, you know? So, I'm all about listening to the client. I have offered to meet them in the middle. I say "we can price it your way, and it might sell in 500 days, or we can price it my way, and sell in under 60". They ultimately just don't believe me. And they won't believe anyone until they meet that someone who agrees to their price. But you are right, I like how you stated that. Thanks!

Roland, Kelsey, Team Honeucutt, Jessica, Kristi & Kim - Thank you for your kind words and for reading! Have a wonderful weekend. Cheers! My son is warm and caring - wanted to have Darth over for a play-date afterwards. How sweet!

Bilal - Thank you for your encouragement and attaboys! I wasn't trying to be moral, but I have insisted that perhaps my clients shop around and really hear what others have to say about the market. That way, they will see I'm not alone in what I'm proposing. Thank you again.

I have had that same problem, and sometimes they do need to be told the truth, but you don't want to treat them as your enemy. The best you can do is inform them (hopefully in writing) that the price is too high. That way--when their hosue isn't selling you can refer them back to your previous conversation. Some sellers will only be convinced by the reality of their house just sitting there. My biggest problem with it is that my sign sits in front of their house forever and the neighbors assume it is me that can't sell the house.

Hi Amy -- What an inspiring story, thank you. The parallel is very right on!

Tee 2 - Dark Side for now, but like in Star Wars, Darth Vadar did eventually come around. I have let my client go for what I called a Breather - hoping they will shop around and see that I'm not making it up - the market is indeed tough and we cannot afford to introduce an over-priced home to the market! Cheers.

Vickie, Nelya, Pete, Bruce & Mary, Barb, Bettina, Linda - Thank you for your sweet comments! You have made my day. I really just enjoyed writing this post. I never in a million thought it would touch so many folks. I guess Star Wars really resonates with people! Cheers.

Todd C - Still missing those power converters, but I did not get the price I wanted from the sellers. We are on a break...

Sherry - Your grandson sounds amazing! What strength. Cheers to you for raising his parent who has taught him well! Cheers.

Joel - loved your Star Wars reference! And thanks for the advice on the no-follow links - I corrected them. You're a wealth of knowledge. Keep 'em coming.

Sue - (of Robin & Sue!) - You are correct. The clients and I are on a break... taking an overpriced listing is like being around an energy-suck (we've all had friends like that, haven't we?) Thanks for the comments and for reading. Take care!

Barb, Cindy, Rebecca G - Thank you for your wonderful and inpiring comments! Kids are funny, but my clients and I are on a break... more later. Cheers!

Russ - I bet you're in that 12 x 12 room tinkering around with the Millenium Falcon and OB Won Kenobi... thanks for the smile. Cheers!

TLW - How the heck are you feeling? Fairing well, I hope. Yes, I have initiated a break with the client. Amiable, but I encouraged them to shop around a bit so they'll know I'm not full of it and myself. Cheers.

Kelly - I'm relieved to know I have folks on my side. Thanks for standing with me sister. My son leading the charge... I love it! Thanks for the encouragement. Cheers.

Dedra - I can always count on the best comments from you! Thank you again. Although I feel as though I'm making the right decision, maintaining a grounded disposition is paramount throughout this process of "breaking up" with the client. Thanks for the smiles! Cheers.

Lizette - Well, hello, Diva! I'm elated you came to the post! Fashionably late of course... thanks for the attaboys. I really enjoyed writing this. I know I have much to learn from you, so thanks for being so kind to me. I'll be giving you a call soon. Cheers!

Amy,

All I can say is that is a fantastic post. Your analogy is wonderful, and the imagery, both in words and pictures, really tell the story. You can hear the passion in your language as well.

Great advice, too!

Eric Lowery, Author of the Expert Skills for Real Estate Agents Blog

I love this analogy and the pictures of your son. What a brave boy you are raising.

I have learned it is not worth it to agree to overprice the property just to get the listing.

APR

2009

Catchy title! Cute :)

I learned this lesson the hard way too many times. (way too many times!)

Good analogy and great writing

I always cheer when brokers stand up to fighting overpriced listings.

Great story Amy. This is a lesson that in my mind I know, but am always afraid to try. I really need to be more assertive with my clients. Thank You for reminding me.

I love this post! Isn't it great when our kids inspire us so much!

Great post, and great analogy. If we don't stand up to sellers the market will get even worse.

Amy - As you know, I love to write about my kids. I thought this was a terrific and well-written post. What is a measly difficult client compared to Darth Vader? Go get 'em!

Amy, Great story. I am with you, I have not gotten a few listings lately and those listings are still on the market priced to high. My time and reputation are too valuable to work with people that aren't realistic.

Robby Leviton, your Seattle connection

Amy, a great perspective and isn't your son courageous to take on Darth Vader. The breathing itself ust creeps me out.

This is a great analogy. Both of my sons (7&3) are huge Star Wars fans and almost everyday re-inact battles between Darth Vader and Darth Maul. They have the moves from the movie memorized. I'll apply this in my mortgage business as well with the rate shoppers.

What a great light hearted post! And that's awesome that he got to fight Darth Vader! And i agree: I won't stand for a client to overprice a listing, and if they insist, fine: but you're signing a contract to automatically drop the price to where I say it should be in 30 days, and extending my listing by 30 days.

What a sweet analogy. We learn so much from our kids.

APR

2009

May the force be with you Amy Luke Skywalker with your clients. Bring your light sabre over to their house when discussing price adjustments. That ought to get their attention!! A great lesson from your son!!

We can learn so much from children. I often watch my little grandson who has fallen hundreds of times, get up with resolve and know in his hardest of hearts that he will indeed walk someday soon.
As adults we often take our disappointments as major setbacks, when all we need to do is pick ourselves up and go on!

Amy, this is an excellent post...I am flagging it for a feature if it is not one already! Correct Pricing is QUEEN in this market;-)

Late comment, but I like your style. The only way to be in this business is to be completely honest with buyers and sellers. It never pays to be less than forthright with your comments. You have to know what you are doing, and you seem to have it down!

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Amy S Zender - Bellingham, WA Realtor®

Bellingham, WA

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Keller Williams Western Realty

Address: 3800 Byron Avenue, Ste. 148, Bellingham, WA, 98229

Office Phone: (866) 738-7070

Cell Phone: (360) 920-4886

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A fanciful blog about all things Real Estate, the economy, Bellingham localism, Amy's friendly, worldly advice, and of course, Amy's etiquette school experiences!

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