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Why should you always bring your "A" game?

By
Real Estate Agent with Platinum Real Estate Group

No matter how much you think a client knows about a real estate transaction, you should always bring your "A" game. Our jobs as real estate professionals is to inform, be informed, and never skip a step. We are paid well when we do a great job, and to earn that paycheck, it is our responsiblity to make sure all bases are covered. 

Information PacketLet me tell you a little story. Recently, I recieved a sign call on one of my listings. The people on the other end wanted to schedule a showing.

I was having an off day, and was thinking of showing up unprepared. I figured they already had an agent, and were just using me to get into the home before their agent could show it. So, I was about to walk out the door when my assistant asked me what I was doing.

I responded with, "I am going to show that sign call my home in Smithfield".

My assitant looked at me funny, and said "where is your information"?

I said, "I probably don't need it, I think they already have an agent."

My assitant had just got done reading a featured blog on ActiveRain that said no matter what, you should always bring your "A" game. 

So, I asked her to print some information off for me, and get together my normal buyers packet. I had enough time becauase I always try to show up early for my appointments.

Anyways, I arrived at the home, went through with the showing, and handed them my buyer's packet. It had some information on what a real estate agent is for, what we do, and some homes in the same price range as they were looking at. I shook their hands and we parted ways. 

A New CLient

I got a call the next day and this is what they said, "Wow Lisa, you are very professional, and the information you gave us was extremely helpful. We aren't very good at this real estate stuff, and the information you gave us was extremely helpful.  We usually just call the listing agents on homes we like, but would you like to go show us some more homes again sometime?"

Wow, because of my assistant, and a great blog on why you should always bring your "A" game, I got some new clients. I am off to go through a final walkthrough, and hopefully we will close on a deal within the next two days.

I assumed these people had an agent, and already knew the real estate business. I was wrong, and I learned a valuable lesson that day. I learned that no matter what, you should never assume people know everything about a real estate transaction, and you should always bring your "A" game to the table.   

 

Comments (35)

David Hudson
TD Bank Financial Group - Vancouver, BC

Great article and good story. Always put 100% into your work, clients know when your not on the game and your pocket will suffer

Jul 13, 2009 03:53 PM
Keith Elliott Jr
KEIRE Realty Group - Manassas, VA
Principal Broker/Owner

Hi Lisa,

Before I ever show a property I always ask if the buyer has a real estate agent or Realtor representing them...it's part of my qualification criteria. I cannot afford to waste my time on "lookers" when so many serious buyers are now entering the marketplace.

All the best,

-Keith

Jul 13, 2009 04:57 PM
Jim Hale
ACTIONAGENTS.NET - Eugene, OR
Eugene Oregon's Best Home Search Website

Great question, Keith.  But Lisa's point is "they might think they have an agent...until they meet YOU...

and your A - game.

 

If that was not the truth, RE will always be a game of of "Who-met-them-first?" -- instead of the better game:  Who met them best?

 

In Oregon, we have to hand over the state-mandated disclosure brochure on agency relationships anyway...upon our first contact with the buyer/seller.  So we might as well always go loaded for bear.

Jul 13, 2009 05:37 PM
Chip Jefferson
Gibbs Realty and Auction Company - Columbia, SC

I keep several buyers packets in the car. I never know when I need one. I gave one out at the ballgame this weekend. A game!

Jul 13, 2009 11:13 PM
Missy Caulk
Missy Caulk TEAM - Ann Arbor, MI
Savvy Realtor - Ann Arbor Real Estate

Good for you and your assistant. Gotta love those assistants.

I have found that when I get off my systems it comes back to bite me.

Jul 13, 2009 11:40 PM
The Rains Team
Keller Williams Realty Atlanta Partners - Hoschton, GA
A higher standard in real estate

Hey Lisa, This was a great story and reminder to us all...we just never know what we'll encounter, it's best to always be prepared, even when we don't feel like it we should always give our best...good things are bound to happen!

Have a great day,

Anne Rains

Jul 14, 2009 12:10 AM
Joe Pryor
The Virtual Real Estate Team - Oklahoma City, OK
REALTORĀ® - Oklahoma Investment Properties

After 16 years as an home elctronics store owner, I learned that reading people by the way they were dressed didn't fit the desire and you shouldn't judge people automatically. It taught me that those days as a Boy Scout learning to Be Prepared was good training.

Jul 14, 2009 12:27 AM
Tanya Nouwens
Immeubles Deakin Realty - Montreal West Island, QC
Montreal Real Estate Broker & Stager

Wow, great post Lisa...and great reminders in all of the comments about being prepared, having a buyers' and sellers' packet as well as contracts and offers on us at all times, and about not judging a book by its cover.  Thanks for the advice...and congratulations on pushing yourself to go a bit further - AND on being early enough for your appointment to do so!

Jul 14, 2009 12:50 AM
Home Loan Search.Online
Home Loan Search Online - Newnan, GA

This post is a great reminder that even in our off days good things can happen if we are prepared. Congrats to your assistant for being up on AR and telling you to be prepared.

Jul 14, 2009 01:25 AM
Paul McFadden
Responsive Pest Control - Seattle, WA
Pest Control, Seattle, WA.

Lisa: Good point. Yes, there are days where we let our guard down and slip. We bring our "B or worse" game. And then we kick ourselves for not being more prepared! Thanks for the reminder-I appreciate it!

Jul 14, 2009 01:59 AM
Janet Guilbault
Platinum Home Mortgage Company - Walnut Creek, CA
San Francisco Bay Area Direct Mortgage Lender

Lisa: guilty as charged. I have had people corner me asking for payments, rates, and a full blown mortgage presentation when I am not even carrying a business card. LOL

Jul 14, 2009 02:53 AM
Gary L. Waters Broker Associate, Bucci Realty
Bucci Realty, Inc. - Melbourne, FL
Eighteen Years Experience in Brevard County

Good post.  Making some incorrect assumptions in response to a simple sign call can be costly.  Nice reminder, good job!

Jul 14, 2009 02:55 AM
Patricia Aulson
BERKSHIRE HATHAWAY HOME SERVICES Verani Realty NH Real Estate - Exeter, NH
Realtor - Portsmouth NH Homes-Hampton NH Homes

I too keep packets with me just in case.  Be prepared!!  Good job.

Patricia AUlson

Jul 14, 2009 03:16 AM
Nicholas Goraczkowski
Aurora, CO
Your Mortgage Resource - (720) 83-RATES

A good point that you make. You never know what might come up. Be prepared - Just as the Boy Scouts say! I met with a client who also had his Mom with him, as we went along, Mom asked a few questions about everything. At the end, she said that she was impressed with my knowledge and professionalism that she did 5 contracts through me. Her primary and 4 rentals.

Jul 14, 2009 03:35 AM
Terri Favata
Elevated Real Estate Solutions - Bethany Beach, DE
Broker Kent & Sussex County Delaware

Good story! If they do end up buying, I think your assistant might just deserve a little bonus for that! She was on her "A" game that day too ya know by not letting you leave without your regular information!

Jul 14, 2009 05:12 AM
Team Honeycutt
Allen Tate - Concord, NC

Isn't it nice to have and assisstant who has your back?  Lesson learned.

Jul 14, 2009 06:51 AM
Liz Loadholt
Liz Loadholt- AgentOwned Realty- Covering SC - Mount Pleasant, SC
Realtor--Broker-in-charge - Trainer--Relocation Director Covering SC

Lisa --- great story and great lesson -- I, like Lisa above, would like to know what you have in your buyer's packet -- it is always nice to compare ideas. Thanks for sharing and congrats on your "gold star".

mama Liz with Maddie

Jul 14, 2009 07:07 AM
Lisa Udy
Platinum Real Estate Group - Logan, UT
Logan Utah Realtor

Hi Everyone thank you for your awesome commentary! I will be closing this deal tomorrow morning, that is why I waited to post it. I didn't want to let the cat our ot the bag before I knew it was going to close. 

The questions about what I put in my buyers packets, here is what I can tell you.

I always have a list of homes that are similar to the ones I am showing,  my mission statement, a page to introduce my team,  a pledge to buyers, testimonials with phone numbers, frequently asked questions and answers, quarterly stats, yearly stats over the last 5 years, understating closing costs, and a moving checklist. Oh, and a business card. 

I hope that answers your questions, but if you want to know exactly what is in my packet, then I would have to kill you after telling you! :)

-Lisa

Jul 14, 2009 07:23 AM
Monica Bourgeau
Portland, OR
Business Coaching

Nice reminder - we've had that happen too, you just never know :)

Jul 14, 2009 12:26 PM
Rich Cederberg
eXp Realty - Albuquerque, NM
eXp Realty Agent Albuquerque

Lisa, Thanks for the details. Dont forget to include info on the $8,000 first time homebuyer tax credit in your packet. So many of the buyers out there in the market are first timers.

Jul 14, 2009 03:07 PM