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Too Private to Tango

Reblogger Lenn Harley

Real Estate Agent with Lenn Harley, Homefinders.com, MD & VA Homes and Real Estate 303829;0225082372

April 07, 2010 01:00 AM

DON'T LIKE ASKING QUESTIONS?? I DON'T LIKE WORKING IN THE DARK.

Tanya has a thoughtful post about respecting the privacy of others as she expects her privacy to be respected.

There's another solution. Use only PULL advertising.

With PULL advertising, the consumer seeks you out for the service you offer.

In order to provide that service, you need a few facts, such as:

What is your annual income?
HoW many in your household?
What type of work do you do?

Etc., etc., etc.

Not a problem. I'm perfectly willing to work on the contingency that there will be a real estate transaction settlement where I'll get paid after the investment a tremendous amount of time helping a buyer meet their goal. Agent in the dark

While I don't require a pre-anything from a loan officer before showing homes to a consumer, I haven't lost my mind. I do need a few facts that give me the comfort of knowing that they are serious, ready, willing and ABLE.

You just can't help folks spend a few HUNDREDS OF THOUSANDS OF DOLLARS without knowing a few basic facts.

The consumer can have their privacy. However, an agent cannot do a good job for you unless we have a few facts.

Courtesy, Lenn Harley, Broker, Homefinders.com, 800-711-7988.

~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

I'm a very private person. And I want others to respect my privacy.

So the leading questions from a salesperson? I hate them.

The request for my phone number from someone I just met? Can't stand it.

The inclusion on somebody's mailing list without asking me if I want to be on the mailing list? Hmmmmm, a wee bit irritated (unless I love the content of course).

I respect other people's sense of privacy too. Moreover, I assume others feel as I do. Even as a Montreal real estate agent.

And so I don't ask the leading questions. I don't take down phone numbers and email addresses unless someone asks me to or wants me to follow up on something.

And when I'm selling someone's house? I'm selling their house. I'm not cruising for new clients, unless they specifically ask me for help.

It just doesn't come naturally to me. But respecting others' privacy DOES come naturally.

I'm too private to tango. But so many others are not.

And so my question to you is: Am I missing the boat in real estate? Or maybe settling for a canoe when I could have the yacht?

I wonder sometimes. But then again, we don't all need to tango.

Or do we?
Tanya Nouwens

Affiliated Montreal Real Estate Agent, JJ Jacobs Realty Inc. www.jjjrealty.com

Owner & President, Ready, Set...Sold! Inc., a Montreal Home Staging Company www.readysetsold.ca

T. 514-919-8468 tanya@readysetsold.ca

This blog is written with my opinions. My opinions are presented with accuracy but not guarantees. Please talk to a professional before making any real estate or financial decisions. Tanya Nouwens - 2010. If you want to reprint parts of this, just email me for my permission at tanya@readysetsold.ca.

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Barbara Todaro

RE/MAX Executive Realty - Happily Retired - Franklin, MA

Previously Affiliated with The Todaro Team

Lenn...in our area, no one shows a home to a buyer unless they provide a pre approval letter....it's necessary to get some basic information plus their contact information before showing homes....a seller will not accept an offer without a pre approval letter and the agent needs some financial information.

Apr 12, 2010 09:29 AM

Ellie Shorb

Compass Real Estate - Chevy Chase, MD

Realtor DC, MD & VA Luxury Home Expert

Barbara makes a good point above re. pre-approval, which reminds me that if I feel that I am too "in the dark" about a client or potential buyer's financial situation I recommend 3 lenders whom I know well - these folks give me just enough info that I know they will be able to get approval (or the letter itself) and then I don't have to feel "nosy" about how much more they have. We work together a week or so, and then the trust level goes way up. I think the original post was meant to guard against being/sounding too nosy, but Lenn is right, one has to know the basics - the client must "let us in"

Apr 12, 2010 09:56 AM

Lenn Harley

Lenn Harley, Homefinders.com, MD & VA Homes and Real Estate - Leesburg, VA

Real Estate Broker - Virginia & Maryland

Barbara. Of course a seller willnot accept an offer without a pre-approval letter. I simply do not need a lender to tell me if a buyer is qualified to take on tour.

The point here is that I'm not shy. I get the info I need before the tour.

Ellie. In all the years I've been selling real estate, I have had only two consumers refuse to give me financial information. We did not get past a telephone inquiry. No info, no nothing.

Apr 12, 2010 10:08 AM

San Antonio Texas New Homes for Sale

www.sanantoniotexasnewhomesforsale.com - San Antonio, TX

Berkshire Hathaway HomeServices Hill Country

Hi Lenn,

I'm agree with you.

You go to a doctor, they ask all kinds of questions .....

In certain types of service... how do you get good service without communicating?

Apr 12, 2010 01:00 PM

Andrea Swiedler

Berkshire Hathaway HomeServices New England Properties - New Milford, CT

Realtor, Southern Litchfield County CT

Lenn, I know if I worked with you I would be qualifying buyers. But, I leave that to the experts. It is customary here. But, I ask a few questions, without knowledge how can you take care of your client?

Wow, guess I should go over to her post and comment there. We are, after all, sales people, are we not?

Apr 12, 2010 01:08 PM

Michelle Francis

Tim Francis Realty LLC - Atlanta, GA

Realtor, Buckhead Atlanta Homes for Sale & Lease

Lenn,

I am all for Pull marketing. I only need a few items, I don't want to intrude, but if they are ready, willing and able, they are usually happy to provide.

All the best, Michelle

Apr 12, 2010 01:19 PM

John Thomas

E3 Green HOMES - Boulder, CO

EcoBroker, MSEE, MBA

I believe it is all a matter of personal style. The important thing is to communicate authentically and in a manner that you are most comfortable with. That will come across as natural and will be better received than any type of rehearsed approach. I believe in just being real and trust that the business will follow.

Apr 12, 2010 01:40 PM

1~Judi Barrett

Integrity Real Estate Services 116 SE AVE N, Idabel, OK 74745 - Idabel, OK

BS Ed, Integrity Real Estate Services -IDABEL OK

There are pieces of information that we have to have. I like to prequal my buyers, means, I have to know some things....

Apr 12, 2010 02:18 PM

Tanya Nouwens

Immeubles Deakin Realty - Montreal West Island, QC

Montreal Real Estate Broker & Stager

Lenn, to me the key is whether someone is coming to me -- as in "GO to a doctor," as Robert (#4) says. In this case, my service mode kicks in full tilt and I am asking the questions (lots of them) that I need to ask to provide top quality service to them. My post -- and my hesitation to ask what I see as intrusive questions, depending on the situation -- relates to "cruising" for clients wherever I happen to be. It's not my style, though I know it works really well for some. But if someone comes to me, via my website, blog, referral, or advertising, that's a different ball game, as you point out. Thanks for the reblog. -- Tanya in Montreal

Apr 12, 2010 02:26 PM

Larry Bettag

Cherry Creek Mortgage Illinois Residential Mortgage License LMB #0005759 Cherry Creek Mortgage NMLS #: 3001 - Saint Charles, IL

Vice-President of National Production

You do need to know the basics if you're going to properly look out for your client's best interests. Good words.

Apr 12, 2010 04:52 PM

Dorie Dillard Austin TX

Coldwell Banker Realty ~ 512.750.6899 - Austin, TX

NW Austin ~ Canyon Creek and Spicewood/Balcones

Good morning Lenn,

In order to help my clients spend a "few hundred thousand dollars"..I'm going to ask some questions! I always involve a lender to get the pre-approval letter so we can comfortably go look at properties in the right price range..communication is the key to our relationship. Clients come to me because they know I will guide them through the process and expect me to ask some questions..I'm the professional. They don't see their tax accountant and not expect to give them the information needed or see a doctor and not answer questions to determine what illness they have. It's part of our job!

Apr 12, 2010 06:43 PM

Jim Hale

ACTIONAGENTS.NET - Eugene, OR

Eugene Oregon's Best Home Search Website

Good evening, Lenn.

Joe Friday always wanted "just the facts, Ma'am". Without a few facts, we can't do our job either.

Apr 12, 2010 06:54 PM

Lenn Harley

Lenn Harley, Homefinders.com, MD & VA Homes and Real Estate - Leesburg, VA

Real Estate Broker - Virginia & Maryland

Jim H. I remember Joe. I agree completely.

Dorie. Consumers come to me to help them find a home, not necessarily find a lender. The "find a home to buy" is their motivation for calling me. I satisfy that along with making sure that they are in the right price range for their income. Once we bond, that is time enough to select a lender when needed. The key is "when needed".

Folks who contact me and just want a lender referral, I'll give them one.

Folks who contact me about real estate will get that.

Apr 12, 2010 11:43 PM

Lenn Harley

Lenn Harley, Homefinders.com, MD & VA Homes and Real Estate - Leesburg, VA

Real Estate Broker - Virginia & Maryland

Larry. I know the basics. That's my job.

Tanya. I may have misinterpreted your post. I DON'T CRUISE FOR BUYERS. I practice PULL advertising and buyers COME TO ME. Once that occurs, I am free to ask any question needed to get the information I need to help them.

Judi. So do I. So do I.

John. Of course. That said, folks who contact me for real estate help are not "handed off" to a loan officer.

Michelle. RIGHT YOU ARE. RIGHT YOU ARE. It is extremely rare that a consumer is not completely forthcoming about their financial profile so that I CAN HELP THEM.

Andrea. I'm not a "Salesperson". That was on my license bedore I became "BROKER".

Robert. The doctor does ask a lot of questions and doesn't send me to a specialist unless he has determined that I need specialized services. So far, that hasn't happened.

Apr 12, 2010 11:50 PM

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