Kiss The Frog - He May Be A Prince After All!
I really liked this post by fellow AR member Candice Donofrio. So much so, that I just had to reblog it.
So often, I get emails and/or calls from prospects demanding to get the same loan terms that someone they know got in some other part of the state or country. It's moments like this that I'd like to whack these people upside the head with a reality 2x4 but then my better judgement takes over and I refrain. In my sweetest and most professional demeanor, I begin to inform and educate these people on the realities of our market here in Los Angeles and Ventura counties.
You see, here in Los Angeles and Ventura counties, we are innundated with short sales and run-down and dilapidated REO's, especially in the lower end market (400k<). In my market, financed buyers are at the bottom of the food chain where the all-cash investor is the whale that all the sellers (especially bank sellers) are fishing for and hoping to catch.
That being the case, financed buyers have a lot of challenges to overcome as well as a lot of hoops to jump through. Only the strongest buyers will survive in my market and unfortunately, not every prospect who contacts me falls into this category. So some buyers are simply not going to be eligible for the same options that they know other people are getting. Trying to get them to realize and understand this can be challenging.
However, this doesn't mean that these people don't deserve to know what their options are and it also doesn't mean that they don't deserve to at least be treated with respect and kindness. Treating people graciously (regardless of how unrealistic they are) is just common courtesy.
As I said to Candice, knowledge is power and when we're the ones wielding it, we suddenly become very good people to know. When prospects realize that we're someone worth knowing because we are knowlegeable as well as nice and professional, good things can happen.
I have a new client but I almost didn't take him.
He started out with an email, declaring that he would pay 'no more than X' for [a lot more than he would find for that 'X'] and that it better have all these wonderful amenities and a great location to even pay that much. That everything was overpriced out here and he was an all cash buyer. What he wanted for what he wanted to pay in the area he wanted was going to be impossible.
My first impulse was to ignore him.
My second impulse was to send a brief, terse response and dismiss him.
But then I asked myself:
- Did I ever feel the same way as he did, as a buyer? (uh, yeahhhhh . . .)
- Is what he wants available ANYWHERE nearby? (sure . . .)
- Do you know someone to refer him to somewhere else where what he might like is? (yes)
- ISN'T IT YOUR JOB TO COMMUNICATE? (Okay OKAY, I get the point!)
So . . . I sent a rather long note, thanking him for his interest and asking a few questions. Presented a couple of 'scenarios' under which his 'dream' could come true - and what he would have to do to 'modify' to fit it into reality.
I told him I knew someone great in a neighboring town where the properties are more to his specs in every way.
And a link to search properties in my area, with an invitation to reconnect if he finds anything on the list that could work.
He responded immediately, and the TONE HAD CHANGED dramatically. Thanked me for the info and told me he was actually interested in something in my area that was more 'doable' -- and would bring in [a lot] more money to get it. Would I please help him?
A lot of times, we mistake people's 'energy of the moment' for their 'energy' period.
People communicate differently using this flat medium when frustrated, tired or confused.
All it takes sometimes are some kind words and a little enlightenment . . .
and it's buh bye froggie, hello your highness!
Bullhead City 86442, Fort Mohave 86426, Mohave Valley 86440
Arizona Real Estate On The Beautiful Colorado River ~~~
866-228-2643
Candice A. Donofrio, Owner/Designated Broker
Certified Commercial Sales Specialist
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