As Realtors we become very busy juggling several phone calls on several properties. Keeping the details of each property separate from the other. Making and keeping appointments as well as being prepared for those appointments. Going the extra mile and staying on top of the ever changing market. This doesn't account for the work that is needed to grow your business. However buyers and sellers are focused on that one MAJOR event. I have been working on my policies on avoiding surprises and I thought I'd share a few examples, and perhaps get feedback or additional suggestions.
1. At the very first meeting I like to spend 15 minutes or more talking about what will happen, this is a wonderful time to hear the fears that lie beneath the skin of your clients. TAKE NOTE... Address these fears and remember to focus on avoiding that surprise.
2. At this very first meeting I like to talk about the bad that could come. For examples low offers, I like to do the math for them at this point. I also like to put it in the form of % rather than dollars. On a 300,000.00 price and a 285000.00 offer this is a 5% decrease in price. Anything less than 10% is easily negotiable and we cant get offended by such an offer. This also works on behalf of my buyers. If the home is priced reasonably I try to keep our offers within 5% off price. Presenting a tolerance helps avoid the surprise.
3. Appraisals.... This is a HUGE avoid surprise. In today's market it seems more and more appraisals are coming in low. This is a HUGE problem for both Buyers and Sellers as both sides shatter when this occurs. Prepare your clients early to avoid this surprise.
Just a few of many surprises that seem to come up in our industry. As I continue to both fine tune and expand my policy on avoiding surprises. I look to our Real estate community for additional ideas. What was your last BIG Surprise and how did you or wish you had avoided it or at least prepared everyone for it?
Striving for Surpriseless.