How do we see ourselves as realtors, loan officers, staggers, real estate attorneys, appraisers, and just as individuals in general.  Sure, the picture to my right might be a little obscured in what I am about to talk about, but there is a meaning behind this. 

I received a new lead from Ravi Shah here on Active Rain. I haven't met Ravi yet, but we have talked many times on the phone and through e-mails. I first met Ravi on ActiveRain in December of 2006 and we have gotten to know each other recently, hoping to meet in person soon, hence why he has put his trust in me to help his clients. (I guess blogging does help someone get to know you more so than just a face to face.)

Ravi wanted me to pre-qualify his client as he started to show them homes. His clients expressed to me what they wanted, what they wanted to pay, and how much they had to use in regards to cash. After 2 weeks of showing them a few homes, they finally found the one that they liked. The listing agent called me because my name and number was on the pre-qual letter. She had concerns because of past clients and lenders, who were said to be qualified, but apparently weren't as they approached the settlement date. Hey, not a problem. I'll tell you that they are qualified, a little about myself, but no details about the clients in question. ie. Income, credit, credit scores, etc, etc

Both the seller and buyer agree to a price, seller concession of $2,750, and a closing date to give the seller time to find another home. This date was for the end of April and the buyers were okay with this. So... I am waiting to do an application with the buyers and I e-mail Ravi. Here is his reply.

 Hey Jeff -

Fyi...Suzanne & Cindy backed out of the condo in Birchfield.  The Seller
tried to add a contingency clause after we already had an offer and
acceptance. 

Ravi

So, my question to both listing and selling realtors, how much do we screen our clients?  Yes, I know, not every client tells you everything. Even sometimes when you ask the question. But are some of us afraid to be that one person that asks to many questions and we are afraid to scare the client off? Or, maybe in this case, the realtor already knew the answer. Withheld the information, just to get an acceptance, knowing that the buyer really liked the house and that they would work with the seller after the fact. In lending, we call this bait and switch. Do you know realtors that do this? And I am going to use Bryant Tutas within this, because if you haven't yet, read some of his blogs. He only works with sellers, but always has good stories and examples from both sides. Read this post, because he makes some key points, vital to what I am talking about. Compete with the rest and make a mess of success.

I know that I used a picture with the word diplomatic in it. Diplomatic from websters. 3. employing tact and conciliation esp. in situations of stress. Diplomacy : skill in handling affairs without arousing hostility.

You are a realtor who works in the same area as your counterpart, the one that brought the potential buyers. Does this ensuing realtor look into this further, to find out that this has happened before, with other realtors and clients? rut row  You might now become a realtor that is labeled. I hate assuming and passing judgment, but when the proof is in the pudding, how does one react later when you come across the same realtor selling another house? Do you let your clients know? Do you not tell them, but make them look else where? All questions that I have always had as a loan officer and possibly some of the same questions that a few of you realtors might have and could learn from this. 

Conclusion :  This is all a learning curve for many of us, how to handle ourselves. How to get to our objective. How to appease that client. And we aren't just talking about good service here, but ethics also. Not only does Ravi have to hit the pavement now, but so do the clients. And what happens if rates spike a little, as they did yesterday. Just so much out there. Would you want this to happen to you? Do we treat others the way that we would like to be treated?  And don't get me wrong. I never stated that I was god nor perfect, but one that strives to be upfront with my clients and not just your typical sales person. Work together and not against each other.

UPDATE: as of 2/22/07 1:30 pm  Here is Ravi Shah's side. Just to clarify things. The sellers originally asked for a April 30th settlement, to give them time to find a place, which apparently they have been from Ravi's blog. My whole point, they know that they want more time, but didn't present this upfront, wanting a contract in hand, and then to bring this up. Why?  Afraid to scare off potential buyers?  Seller Contingency?!?! No Way!!

Picture from REUTERS/Raheb Homavandi) -- in regards to the first picture up top