I've been reading more and more blog posts about how some agent has "stood up for themselves" and refused to work with buyers that weren't planning to buy that very day. When did this happen? Each situation is different.....but more and more the trend seems to be that unless the buyer has a pre-qual in hand and cash in the glove compartment, we aren't interested in talking to them. So.....if you only want the ones with pens in their hand, send the rest to me.
In just the past 6 months, I can point to over $50,000 in personal commissions which came directly from taking out of state (one out of country) buyers who were "thinking" about a move to Southern California. These were calls I got a few days before they came to my area....they asked some questions, told me what they were thinking and when they expected to make the move. Months away! Most of this information came from emails and phone calls when I asked the right questions. At one point I felt the need to tell one of them.....
"I'm happy to work with you, even if you are quite a ways away from making a decision....you'll go into my pipeline" :)
They were so relieved. And that's where they landed, my pipeline. Both these clients came out just for a weekend and we had a couple hours together....prime time Saturday. We made a connection and each actually bought their houses from long distance, after the small amount of time we spent...they trusted me enough to allow me to "pick" the house for them.
Not exactly.....but I spent our limited time together looking at a variety of homes and neighborhoods. I told them my purpose was not to find the perfect house....they weren't ready....but to understand their likes, dislikes, requirements, wants and needs. So when the time came, we had references to draw upon. "This house is near that park you like," "This home has the nice appliances you said you liked," "This is close to the freeway and has noise, remember you didn't want that."
Not every meeting has the goal of a contract!!! This is critical!
* Do you spend time farming and talking to neighbors? So they will think of you WHEN they want to sell?
* Do you go to community events so that people will remember your name, WHEN they need an agent?
* Do you spend money on advertising so that your name will be recognized WHEN someone needs you?
I think you do....so why not spend time IN THE CAR with people who are willing to spend that time with you? It makes no sense to me! When times were tough the past couple of years, my business grew each year based on my pipeline....in Bibilical terms, I guess I was saving in the 7 years of plenty for the 7 years of want :). But I digress....
I have time in my week for what I call "window shopping"...get it?
I take out new buyers, lookie loos, maybes and hopefulies.....they go into my database and they remember me when they are ready. They remember that a "salesperson" didn't try and shove a purchase/listing down their throats when they really weren't ready. And when they were ready.....they called me. So if you are a "Wham, Bam, Thank You Ma'am Agent" send your lookie loos to me.