Dealing with Deal Drama. Oh, the Drama. Sigh.

Dealing with Deal Drama ... Oh, the Drama. Sigh.

Just back from the Floyd Wickman's Summer Forum. Floyd got to talking about spending a few days with some of his close real estate agent friends and he said it seemed as though they were constantly on the phone putting out one fire after another. They'd answer the phone, pace around the kitchen, rub their forehead and look just plain stressed. At one point one of them clicked off his phone and said, "Floyd, you would not believe all the DRAMA!"

That, of course, got Floyd's brain working overtime looking for answers to the DRAMA problem associated with many of today's transactions.

You know, it seems more and more as though the easy part is getting offers. The hard part is getting those offers to the closing table. Transactions seem as though as they are teetering like a house of cards.

After further discussion, Floyd and the Guys decided that agents need some dialogue to deal with the dreaded DRAMA. (Say that three times fast and click your heels ... nothing will happen, I just want to see you do it.)

Anyway, on to Floyd's solution ... his solution was to open up for discussion at the Summer Forum this exact subject. Then he let the round tables do a fish-boning exercise and everyone contributed their best business practices for Dealing with Deal Drama.

Here are some of those ideas and dialogues ...

•1.       We're all working for the same end result.

•2.       Wouldn't it be a tragedy if you had to put your buyers in your car again and show them ANOTHER 47 houses?

•3.       Wouldn't it be a tragedy if you had to start from square one with a low offer?

•4.       Everyone wins. The buyers gets to buy, the seller gets to sell.

•5.       Here you are, work your magic.

•6.       I realize it's easier to discuss the offer over  the phone Mr. and Mrs. Seller, but doesn't one of the biggest financial transactions of your life deserve the respect of a face-to-face look at the offer?

•7.       Appraisers love me.

•8.       The Buyers Agent is on our team, too.

•9.       This isn't about us, it's about them. (a good conversation to have with your co-broke!)

•10.   My buyer has requested for clarity that that you and I present the offer TOGETHER.

•11.   Create empathy ... I know you have a good reason for feeling that way ...

•12.   Leave the closing date flexible to accommodate the sellers if price can be agreed to.

•13.   Give the offer in person to the listing agent. Don't fax. Talk them about the buyers. Create an air of familiarity.

•14.   Give your sellers a list of pendings that did not get to closing, creating a fear of loss

•15.   P.O.C.A the co-broke (Preview Of Coming Attractions)

•16.   What can I do to make your job easier?

•17.   Have a Plan B if the closing date gets delayed.

And my personal favorite ...

•18.   Now it begins ...

Can you see how some of these dialogues could help you? Have you ever had to deal with another agent's ego? With a seller upset that they got full price, but have to move within 14 days? With a buyer who just can't make a decision about inspections?

Please utilize the list above ... and add to the list with your comments!

Let's Deal with Deal Drama!!