EITHER YOU'RE BETTER OR YOU'RE NOT!

I just had a very interesting interesting experience.  I’m on floor this morning  and a very nice couple walk in with one of our brochures in hand and explain that they would like to ask me about some of our listings.   So, in to my office we go.  Of course I ask them all the  usual questions like “where are you from”, “why are you buying” and then the biggie “do we have to sell another house in order to buy this one”?

That’s where this story gets to the interesting part!  “Oh yes” they say, “we do have to sell our house and we have it listed with “Broker Bob” over at XYZ Realty” (the names are changed of course to protect the innocent!).  Imagine my surprise.  But even more so, imagine my curiosity.  They are buying in the same area where they live now, so why are they sitting in MY office rather than out house shopping with their current REALTOR? 

Now mind you I don’t want to step over any “ethical lines” and I told them so.  I decided instead we would focus on the homes they wanted to see.  As we did so, they became more and more excited about the thought of selling their home and getting into the new place.  I kept reminding them though that they were going to have to sell the other one first.  By the time we had identified a group of homes that fit their criteria they finally asked the big question - “why do you think our house hasn’t sold”.  

This is the point where many agents would take advantage of the situation and “trash talk” the other agent.  Instead I was very complimentary of “Broker Bob” and his

accomplishments.  However, I also took the opportunity to tell them what our team would do for them too but never once did I talk down about their current agent or company.  I feel very strongly that if what I have to offer  is truly better than the other company, why would I have to tear them down.  If you’re better -  you’re better.   Pretty simple.

By the time they left the office I felt pretty strongly that when their listing expires in a couple of weeks that I will hear from them.  I also feel very good about the fact that I don’t have to worry about a call from an irate Broker Bob because I took advantage of the situation and said some things I didn't need to say.