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What happen to Loyalty?

AM I just old fashioned, or maybe I just expect too much from people. I am on floor this morning and I just got a call. The buyer wants to look at a listing we have in the office, and insists that he can only do it between 1 and 2 pm. Well, as it turns out the reason for this is, that he has 3 other houses to look at, and when I told him I would be happy to set up appointments and show them to him, he imformed me that he likes to set up showings with the listing office of each house, because he thinks he can" get a better deal". Help me have patience, and be understanding. I wish I knew just the right words to tell him. Anybody got some suble one liners? He just moved to College Station, from somewhere in Ohio.

Posted by Stephanie Hansson,ABR,CRS on 11/10/2007 10:44 AM

Comments (12)

college station texas moved from ohio new in town

12 Comments on What happen to Loyalty?

NOV

2007

Hi Stephanie, I would explain that every agent can show exactly the same properties and that he should decide who he wants to work with and stay with them. It wastes a lot of time.

It's frustrating, for sure. But why not explain to these folks that the listing agent is acting in the best interest of the SELLER and that there is a definite advantage to having an agent that is dedicated to acting in THEIR best interest? It's true, it's verifiable and it can't hurt.

No problem, I'll be happy to meet you. (That's the one liner) Then I would ask him for the addresses of the other properties so you could look up some information that might be useful to him should he decide to negotiate on one of those houses. Over deliver - show the value in having a representative on the buyer's side by demonstrating your value without arguing. Most will use your information and still do it their own way, some will see the value in having an agent on their side ... that ultimately like representing yourself in court, you'll do much better with your own advocate.

Thanks for the input. I used everyone of those, and got nowhere. I am going to show the property, because I owe the seller , and the listing agent. He just has it in his head he knows best, I will watch for opportunities to injet all the reasons he needs to work with one agent. My question is simply, where does this thinking come from?

That's a tough one....I guess in this case, it sounds like he was fixed on his idea....so just meet him show the house, and dazzle him with your personality..

"CITO Them" " That's Italian for Come in to the office"--------Floyd Wickman

I know it sounds crazy Stepanie, but maybe you could just say "CITO" Then explain it to break the ice.

" Mr. Jones, I can understand why you might logically conclude you can get the best deal from the listing office, or even the listing agent . It makes sense. However, it is a given, those agents and that office already represent that seller. . Knowing that upfront do you honestly think you will necessarily get the best deal using them? I would love to show you this listing and I will treat you fairly and honestly if you want to buy it. Is there any way you could COME IN TO THE OFFICE and talk about it more. You may not even want to see this one. If not, we could look at the others on my computer and I could call the other listing agents. They might share special details with me, thereby saving you a lot of time. Does that sound good to you? I am off at 3:00 and could stay a little late and meet you here. Is that possible for you? Is 3:30 okay or would 4:00 be better"

All this will save you from doing a lot of "Wheelestate ", WILL ESABLISH LOYALTY,......and is a safe way of doing business."

NOV

2007

Trey - Showed the house, and actually showed an unplanned second one, which as it turns out he likes. In a futher discussion I found out where his thinking came from. It seems that when he sold his out of state house, his listing agent brought the buyer, and then reduced their commission by 1%. He also complained that he had to reduce his house by $10k to close the deal. I would never bring it up to him, but my concern would be what did that 1% represent compared to the 10K he lost. Without knowing the house, the neigborhood and circumstances, I can't pass judgement on the Realtor, but I do question it.

After a brief discussion I was able to impress upon him, that for the most part, that the percentages for the listing to bring the buyer are quite, and that he was in a special set of circumstances. I think he got the message and we are proceeding well.

NOV

2007

Hi Stephanie, And....I hope he buys my listing. Some buyers just don't have a clue as to representation and that it's best to work with one realtor. YOU will sell him a home, I'm sure.

Stephanie,

I hope he buys with you to. Did he go look at the other 3 homes with the other 3 agetnts or do we know?

I am curious.

NOV

2007

Trey and Kay_ Sent him all the information he requested, and followed up with a phone call. As expected not even an acknowledgment or thank you. as expected. People these days are too self absorbed to respect common courtesies. As for the other three, who knows..........

NOV

2007

Stephanie,

I realize that you posted this a few weeks ago, but it is a good question. I think I have to agree with Trey's comment both from an agency standpoint and a safety standpoint. Personally, I try to make it a policy to never meet a buyer from a floor call out at property. As Trey if he remembers/knew the Realtor that was murdered at a property out by the entrance to Woodlake. (It was a really remote area at the time) That agent went on a floor call. That was maybe 20 years ago but I still think about it from time to time. She had a daughter that was around the same age.

DEC

2007

Interesting dialogue on this subject and safety issues. I find in today's market there are more and more people like this...going to each listing agent and not employing one agent that will truly take care of their needs.

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