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Zip It

Big Mouth Her words, not mine. Though I should be as direct as she is if I want to make the kind of splash she does. And for all her 90 lbs or so, she really IS a big fish. I spent my day sitting next to her in class and about fell off my chair when she casually mentioned that while she’s not as busy as she has been, she does have 40 quality listings at the moment. Yes people – I said FORTY! It turns out she is the top producer (for our company) in our area and among the top 30 in the nation. So when she peeps – I listen.

The truth is, I barely heard a word anyone else said. I was daydreaming about the beach at Sauvie Island – yes, that one – we’re enjoying a long stretch of glorious weather and I know it’s only a matter of time before it turns to rain. And I look good with a tan. So there I am daydreaming again – stepping eagerly into fairytales where anything is possible – even 40 listings. I call it my ‘zone’, because if anyone belongs there, it’s me. You might never know it, but I make most of my best calls from that capricious perch. To some it’s pure genius,… to me it’s often comedy. Nonetheless…

She said it. In response to a comment about counseling a buyer as to the wisdom of a particular purchase, she asserted that that we simply need to keep our mouths shut. House on a busy street? So what! Barking dog next door? Who knows what matters to your buyer and what doesn’t. She thinks this is absolutely none of our business.

I was astounded.

This is not to say that I didn’t grasp her meaning. Make the sale. Stop feeling responsible for the stupid choices others make. After all, taste is subjective. When we talk ourselves out of a particular property – we most certainly talk our clients out of that sale as well. And it may be the last we ever see of them.

But I do have one question: Where do we draw the line? Anyone who follows me knows that loverboy and I both live and breathe by the belief that nothing is more sacred than the protection of our clients. Is it enough to write a tight contract on their behalf? When and why should we look ahead at the wisdom of a particular purchase? When it comes time to sell, everything will sell if the price is right. Even Bernanke can’t predict the state of the housing market in five, maybe ten years from now. Is it arrogant to imagine that WE can? I admit it, she does has a point.

But I don’t like it.

Posted by Allentown PA Real Estate Broker * Jennifer Monroe * on 07/15/2008 08:53 AM

Comments (74)

real estate, home buyers, surviving this crazy market, hi baby

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74 Comments on Zip It

JUL

2008

I agree to some point, but I am currently facing that dilemma with a relative who is determined to purchase a home that I personally believe is a bad buy for her. I have given her the factual information that I can and now I'm going to sit back, bite my tongue and let her mak her decision - even if it kills me!

Opinions are subjective and what matters to one means nothing to another. I do believe, however, that if i know that buying on a busy street does make a differnce in a homes saleability down the road then that should be shared and then the decision is with the buyer where it should be.

My Jen... I know alot of top producers who feel the same way she does. Then again I know many who don't, they put the needs of their clients first. They are the ones who develop a repeat clientele. It takes alot longer to become a top producer building your business the second way, but I would rather have my clients trust me and sleep well a night. Do I talk my clients out of a purchase? No, I give them the information they need to make an informed decision, in the end the decision to purchase a home is theirs.

Jennifer, one of my best friends is like this. I don't understand it. Hello, the super highway in the backyard might give you some difficulty in the future when you want to sell the house? The powerlines in your backyard. So, here is my theory on that; After I sell you the house and keep in touch with you over the next umpty ump years, I want you to call me back to list the house for you and sell it. Don't you think it might be inappropriate for my to walk in and say "wow, I love what you have done with the place, but since you back to a super highway or powerlines, I think this property will be difficult to move quickly?" Hello? Powerlines? Super highway? That's a big deal? Why didn't YOU point that out to us?

Suffice it to say, I love my friend but she can't for the life of her figure out why I do 3 times the business she does- Client care and protection that is why. It is the most money most of our clients will spend in one purchase, we need to guide them through it in the best possible manner. Future business depends on it. Sorry to rant on your post. This is a bone of contention for me as you can see. Thanks for putting it so eloquently - I just think "Miss fourty listings" is a bitch.

Love to you. MWA!

I point out the pros and cons of a property as I see them--I've had clients completely ignore my "red flags" but at least the topic was discussed and noted. The decision to move forward or move on is the client's to make.

Great post! I think some things that are red flags to me, might actually not bother some people. I do try to stay in tune and point out the things that could be big issues but usually it comes with something like, "that is one of the reasons that this house is so affordable" or something along those lines. Bottom line, is no matter how hard we try to take care of our clients (and trust me, I AM one of those) some things are beyond our control.

I just closed escrow on a house that we inspected to death and went ove the disclosures with a fine tooth comb. She went to paint her new place and when she ripped up the wall paper, it was mold city. Some things are just beyond our control but I love my clients and the old "do unto others" is my best method. You can't go wrong with that!

Jennifer - I have heard people say this before, and I simply cannot conduct my business that way, if I notice something that will likely adversely affect the future marketability and/or price of the home. I am generally quick to point out road noise or some eyesore which is visible from the backyard. My clients appreciate this, and they are loyal. Additionally, when it comes time to sell their home, I will probably be enlisted to help them, so I want to make sure they make a good decision on the front end.

Jennifer,

In the mortgage business there have always been those that will just give the clients anything without giving them options. All we can do is make the observations and do our best for our clients. I don't think your 40 listing Realtor is in it for anyone but herself. Eventually, that will catch up.

I agree keeping your mouth shut is the best bet. Given a half dozen properties a buyer might be considering what crystal ball do we have to predict which will turn out to be the best in the long run. Typically when I notice flaws I present them along with the solution... with time and money most problems are correctable. Location is a tough one so if the property was overlooking the Sauvie Island Beach I'd recommend a blindfold for the prudish and binoculars for the curious...

Michelle... Well, I hope it doesn't kill you. You did what can be reasonably expected and the rest is up to her. Right??!

My Jason... Such a clever boy!! But don't get too comfortable with it because you'll be 32 in less than 48 hours :) I'm just glad we think so much alike. We can be poor if it's the price for honoring our personal ethics. Besides, you know I won't mind the noodles at all ;-) May I have wine with that please? And dessert too??

Martha... That is the EXACT scenario she responded to with her advice. So you see? You just never know what someone will want. The facts is, SOMEBODY bought that home on a busy street in the first place. She does have a point there.

Thanks for your comment!

MY Sandra... "I give them the information they need to make an informed decision, in the end the decision to purchase a home is theirs."

Perfectly said!

Audrey... I'll tell her you said so! LOL!!! Honestly, I appreciate your comment because it validates my perspective when those I respect - my FRIENDS who are successful - also follow their hearts and give their clients the best possible advice. I agree with you 100%!

Love right back at you!

Double MWA!

Jennifer,

How fortunate you are to be associated with such a Lady. Real estate is best learned by association, we do become who we associate with. I was so blessed, my first booker had 30 people in Kalamazoo, our Board had over 1,000, but we represented over 30% of all sales except for the 6 months when we controlled over half of all sales.

The hardest thing I had to learn was not to ask "You'd live here?" I never did get complete control of it, but I did learn to pull out a O & A and say "Then lets get it in writing before the sellers raise the price!"

"counseling a buyer as to the wisdom of a particular purchase, she asserted that we simply need to keep our mouths shut." That's great advice! I the client can afford it homes, HOMES should be selected with the hart! If they can't afford it or we're talking about investment houses, HOUSES they should be selected logicly from the head.

Talking about associations tells us more about that beach.

Bill

My Jen, an unfortunate practice you describe there... Can't imagine not disclosing something like that to a buyer:-(

Where I am, it has been done to people so many times, since a lot of the homes and lots initially were purchased by people who never set foot on the property, over the phone, and fax, the agents 'forgot' to disclose some undoubtedly important details, like the power lines, mold, etc. etc. The scary thing is, those inverstors hired mostly the same agent they bought through to sell their properties. Most of them will never know that it's not just the lousy market that's preventing these properties from being sold quickly...

Well stated, MWA---

This agent and William are wrong. I respect the will of my clients, but they have enlisted my services for a reason. Part of that reason is to vet the properties they are shown. The choice is ultimately theirs, but I will make my professional opinion known. It would seem that doing otherwise makes an agent little more than a taxi driver. Now, if it is a mere matter of taste or preference, however, I button my lips.

Hi, I haven't stopped by in too long. I simply won't do business like her...never have and never will. I have had buyers tell me I was the first agent to actually point out ANY negatives during a show. I think it is my job to help my buyers understand negatives, especially those that might effect the ability for them to resell it years later. I look at every buyer's purchase as a potential future listing and want them to be educated before they buy. It is irresponsible not to do so in my humble opinion!

Paul,

Brenda, my wife alots me two mistakes a month, but I don't think this was one of them.

"If the client can afford it homes, HOMES should be selected with the hart!." So many of us make the mistake of imposing our ideas on home buyers, that's not right! Like you I did seclect the listings I'd show.

It's the same in investment proprties. Do you know how to sell a 2% return on investment? Of cours you don't. Who'd accept a 2% return? You wouldn't, I wouldn't! But, find a man currently only making 1% and double his money and you'll be a hero!

Jennfer did not say the Lady with held facts and neather did I.

I have a simple creed, I'll do no harm and I leave every client better off!

Bill

Fair enough, William. As I scroll these comments on my phone, perhaps I misinterpreted your meaning. If so, my apologies. For the record, your wife is a generous lady. I am given no such allowances, but I take seven per month anyway ;)

Hi Jennifer,
I've missed you.

My bank account would probably be much better off if I operated like "your lady" but that's just not me. I'm the professional and I see and understand things my clients may not. I believe it is my responsibility to explain and show them these things. By so doing, I am "promoting and protecting my client's best interests".

Hey...What they do in some circles is justify everything. If you know the difference between what is right or wrong, then the choice is up to you... If all else fails, we can alwasys try out for Big Brother

We know an agent who is an "airhead" we all think. But she sells property like there's no tomorrow. While I'd probably be explaining all the bad things about it, she'd be talking up the good things and overcoming all objections. I've come to believe she can sell anything.

JUL

2008

I know another agent that presently has 24 listings and he says the same thing. The less we say the faster the sale! We truly don't know what are clients like or don't like and usually they can talk themselves in to any home no matter how bad we think it is.

He said "There are more top producing woman that there are men, because men talk, woman just listen!"

I've had buyers choose the superhighway in the backyard just because it was a better neighborhood or certain school. They may have an agenda you know nothing about and it suits them just fine.

That said, if they were blind and deaf, I would certainly mention the super highway and have them look over the back wall with me. ;)

Sometimes you need to speak up but most times you're better off keeping your mouth shut.

Wisdom is when you know which one to do. ;-)

JUL

2008

Jennifer there is a fine line on keeping your mouth shut and owing loyality to your buyers. Since I hope to resell the home someday, I will definately point out, that homes without basements don't sell well in MI. In certain parts of our county homes that back up to busy roads don't sell well. So yes, I absolutely will tell them.

If it is mauve carpet, I will keep my mouth shut. They may love mauve carpet.

JUL

2008

I have really enjoyed reading your blog. I am relatively new to AR and have noticed you have received a lot of points and have achieved a remarkable high ranking. Congratulations! May I ask if you have had success in turning your high ranking into business? I am curious if it has been a profitable venture personally as well as financially. Thanks for sharing and best of luck in your business.

Jennifer,

I'm with you. i couldn't do business just to make a buck. I tell ALL and let the Buyer make the final decision.

JUL

2008

Jennifer - Interesting advice. We are supposed to have our clients best interests as our priority. I see something similar going on right now with some people I know who are rebuilding there house after a fire. They are building it for their own particular interests with disregard to resale. But, they don't care, they are going to live there, for how long, have no clue.

I would probably point out somethings that might impact resale, even if they are obvious and not subject to disclosure as material facts, such as street noise. But, after pointing them out, I definitely would shut up.

BTW - when I was attending UP, my roommate & I, both from SoCal used to take our boards out to Sauvie and surf the wakes for a couple miles. This was in 1966. Got some interesting looks from boaters out there.

Jennifer...

As you know, I offer my clients my opinion and perspective on mortgages and which one may be more beneficial for them. I tend to play the devils advocate when I handle these situations. Weird, huh?? Me...devilish! :)

JUL

2008

Mwah, lovely lady!

As a fiduciary agent I'm looking out for my clients' best interest. I WILL point out the roar of the superhighway...I WILL comment on the power lines! Of course, if they still want the house, we'll be writing up an offer that reflects these flaws and drive home the point to the sellers that they're lucky these buyers want the house at any price.

Ms. Top Producer may be wealthy, but I think she sucks as a person.

JUL

2008

Hi Jen! I went looking for you since I hadn't seen your facia bella around the blog roll recently. I missed this last week with all that was going on with the puppy. I agree with you. I try to treat all of my clients as if they were my children, or my parents, or relatives. I wouldn't let my son as a first time buyer buy a house on a busy road, and I tell the buyer that. If he decides to buy it anyway, while we are doing the agreement, I generally tell him that I will remind him that we had this conversation when he calls me to sell it for him again in the future. If you treat people right and look out for their best interest, it will always come back to you. I don't want to be a top producer and have 40 listings. I want to make a comfortable living and have time to be with the kids, read my books, garden and be happy too.

Hey Susan... I've been MIA here lately as I've been experiencing the creepiest 2 weeks of my life :( Anyway, little by little I plan to get back in the swing of things since I miss you all!

I'm with you. We may end up a bit less rich financially, but we'll be far rickher spiritually by looking out for our clients best interests. I knew we'd agree :) Mwa!

Hey Antoinette! I've missed seeing you around and I'm happy to see so many of my friends here agree with me on this topic. I had a feeling I wasn't the only one :)

AUG

2008

Jennifer,

Great blog. I'm with you though. I think it's up to us to strike a balance with clients by giving them relevant information and letting them make a decision. I'm not threatened by success as some are but I'm not fixated on a commission either. Most of my clients have stayed in touch as have I with them and I don't want to have to face them knowing I should have told them something I didn't. If they are going to buy they buy and happy clients send referrals!

Dave

Dave... How nice to see a new face here :) And as I've mentioned, it makes me feel good about our industry to see so many who really do care about the quality of the home our clients purchase. As long as we do our due diligence, then I will back them up and make the sale happen for them. No matter what they decide.

I'm a disclosure guy. Yep... I can't help it. However, I also know I'm the guy who doesn't get to pick his own outfit sometimes. I have to do the morning walk of shame" past a fashionable wife and five daughters. It's the verbal equivalent of the spanking machine. When I fail I'm back to the wardrobe. So... in matter of value and market I tend to lay out the financial picture as best as I can. However, in matters of love & fashion, I'll stay mum about the adorable pirate theme wallpaper.

AUG

2008

Jennifer... my daughter calls it word vomit. When you verbalize way to much, ramble on and don't really have a point. Sometimes it is ok to zip it.

Chuck... Love your honesty and you make a great point: Some things may just be our opinion and are subjective from the point of view of the buyer. I must say, that pirate wallpaper would work for a few of my crazy friends ;-)

Leslie... I try not to do that. I agree, some people just can't stand the silence so they babble on endlessly. I highly recommend against doing that in our business. I give an opinion when asked, but only after I ask them their opinion first. Your daughter is a wise girl!

I'm back & bloggin' away, Lovely Jenn! Hey, I just noticed you're a Re/Max agent...did that just happen or were you always?

I like to sleep at night. I also like repeat customers and referrals from happy customers. This woman may be doing well but that doesn't mean she's earned her angel wings getting where she is.

I think I will pass on doing it her way.

Jennifer,

Great post and I completely agree. I recently walked into a house ahead of the buyers and was so amazed at how completely bizarre (let me say that most of the time bizarre is a good thing to me but this was awful) I commented, "Can you believ this place?" to which they replied, "YES, YES, YES, we love it!" I somehow managed to gather my wits and just be quiet and let them enjoy their revelry. I did sell them the home and we got along well that they refer me business; I am somewhat concerned that it is going to be a nightmare to sell when they decide to move in a few years but that's hopefully a long way away!

PS. I love Portland! It reminds me of Austin when we had less population. I ran in the Hood to Coast race a few years back and it was incredibly beautiful. Do you all tell everyone visiting that it rains all thentime just to discourage us from moving there?

Thanks again -Russell Lewis, Austin, Texas

AUG

2008

It's hard for me to zip it when I just don't think its the right house. However I remind my self that some people like chocolate and others vanilla. There's a time and place to zip it and there's a time to express your opinion. Learning that happy medium is the key to success.

I do point out what I would consider a poor investment. If they choose to buy it so be it, but at least I said "something to think about...the busy street will affect your ability to resell the home in the future."

We can't know everything, but I want people's eyes to be as wide open as possible.

I completely disagree with her style of business, and that attitude is why people dislike agents. They are counting on our guidance. So I say, let's guide. Not dictate...guide.

Hey Antoinette! You know I've been meaning to blog about my very recent and wonderful move to Remax. I LOVE it here!! I must say that I honestly never imagined I would go the corporate route, but this is a different company that supports independence while offering everything else I and my clients could want. I'm really really happy here!

Hey Cheri... Nice to see you around again! I'm with you - I surely don't have my angel wings, but I like to fly near them when I can :)

I can only give my opinion based on market experience, that is what they pay for, anything else can only hurt the deal.

Russell... I hear so many people compare Austin and Portland and they say the same thing. I need to get down there. I have another good AR friend there as well.

So the Hood to Coast eh? Almost everyone I know runs in that and it's a wonderful trek. I ride bikes, so that venue isn't for me, but it's a big deal here. And to answer your question, I do let people know that Portland is rainy. I think it's one of the reasons my sweetie hasn't decided to move here. He keeps pushing me to go East and it's not an easy choice. We'll see I guess.

Now I've got to go check out your blog again....

Judy... I could not agree more! Well said :)

Melina... I do the exact same thing. It's merely my best professional opinion as to the value of 'the investment', not a matter of my esthetic perspective. If I didn't give it, I would be withholding the value of my professional knowledge. Since they are paying for that, it's precisely what I give them.

Dale... Absolutely. We're on the same page buddy.

Jennifer, I agree that our cities are very similar but after visiting Portland , I have to tell you that Portland still has a lot of the "old magic" that the population growth here has diluted somewhat! You should make the trip here; there is so much to do you would really enjoy the city. I would wait until Sept. or Oct when the weather is cooler because it has been unseasonably HOT here since May!

Hood to coast was great, sort of like a combination of Woodstock and D-Day but a fantastic adventure!

As far as your sweetie and rain, tell him to come on! I cannot imagine anyplace east that would offer everything that you have in Portland and so what about rain. Heck I married late in life (34) and immediately moved to Minnesota (a major shock but I learned to love quite a few things about the area). Anyway he get's to be with you and a cool place to live, can't argue with that!

Oh and I just now noticed you are going to my blog...No wait...I have to warn you I just got started at active rain and my blog there is

LESS THAN MEETS THE EYE

I have been extremely conservative but after reading your posts I have decided to go in a more interesting direction and it is going to be fun, informative and possible a little bent out of shape at times! I don't intend to be the Hunter Thompson or Anthony Bourdain of AR but it will be interesting

Thanks again, I look forward to more great posts in the future!

Russell

Russell... Based on your comments here alone, I think your blogs will be wonderful. I just write whatever I like. Style or conservativism be damned! I am what I am and it seems to be working out for me :)

Welcome to the Rain! Go check out some of the bloggers that have commented on my posts and you will quickly see that 'normal' is NOT the name of the game around here. I highly recommend my boyfriends blog but just ignore his threat that he's leaving AR- he's a big bluffer :)

Jason Sardi

We were just talking about moving someplace entirely different. I kinda think of Portland that way but we'll see. He's just an east coast kind of guy. Not sure I could live without him, so who knows where we'll end up!

Jennifer,

Did I just get called, abnormal?

If you two are going to move consider South Houston, Brenda's there now looking at houses.

Bill

The key is listening to our buyers. If they don't want a busy street, they would probably tell you that in the pre-purchase meeting. We, nor can anyone, control neighbors and you'll never know who will be the next buyer.

40 listings! I'd like that too. Perhaps I should spend more time zipping it.

Bill... Boy do I owe you a phone call! That email a few weeks back made such a positive difference to me. Thank you my abnormal but very WONDERFUL friend!

You know he doesn't like too much heat. We were just talking about the NC coast someplace. Then you and Brenda can come visit :))

MWA!!!

Angie... You know what? I wasn't listening that well myself because she actually said 90 listings!!! I do listen to my buyers though. It's essential. Thanks for your comment!

Jennifer, Thanks for the comments I am looking forward to a whole new way of blogging in the future. I will also check out Jason and the others you mentioned that commented here today.

One other thing... (Yes I am very biased) South Houston? Without stirring up any ire from the brethren in Houston, I think you would be better off in Austin. You know ZZ Top has a song called Heaven, Hell or Houston. I am afraid the town fits the Hades description well... Ok, nuff said, thanks again! Russell

AUG

2008

Russel,

I'll bet you don't have a daughter in Houston!

Really, the closer to the water the better! I like Galveston.

Bill

As long as your client knows what you know and knows how you feel about it I think you are ok. At that point they can make whatever decision they want to make.

Man girlyou don't blog for weeks and then VAVAVOOM all of a sudden you post -and the floodgates of comments surges through......Its a fine balance between looking after our clients best interest, to making assumptions on whats best for them and what the future will bring. Sometimeswe even like to speak THEIR minds for them..........just a wee wee bit presumptions No? :-)

Hi Bill,

I don't have a daughter in Houston but if I did it would make a big difference in my opinion of the city (and I do not dislike Houston as much as I am spoiled by Austin!) On the other hand I like Galveston a lot too but would rather just visit both cities as they have a LOT of good things to offer.

It's good to make your acquaintance and I am sure we will run into each other more in the future; Have a great week!

- Russell

AUG

2008

Good post. I appreciate you honestly debating it with yourself and with us. I think of what my mother said my father used to say (both have passed away) -- My dad used to say, "At the end of the day I can always lay my head down and sleep (in regard to business transactions.)

Kevin... Me too. I do debate this inside myself, but I also have to be true to myself and my clients, so I Do tell :)

My Jen....I'm so glad I stopped by this post....it's the only way I'm hearing news these days. ; -)

AUG

2008

My Sandra... I posted the other night then took it down. I'll send it to you. Then you'll be caught up :))

AUG

2008

Hey Jennifer -

An interesting dilemma for a Realtor. I would imagine a lot of decisions to disclose would depend on the knowledge of the buyer. If it was their first house, I would imagine a bit of hand holding would be prudent and ethical unless they were adamantly impassioned by a property.

Our first home purchase took all of two hours. Our Realtor said that he would not direct us one way or the other unless we asked for his opinion. The first house we looked at met all of the desires on our wish list. It was a solid house, but behind it was an apartment building and across the street a HS baseball field. Without us asking his opinion, our Realtor still felt compelled to touch my shoulder and just nod as if to say 'this one is for you'. We both loved it, but for the sake of not picking the first house we looked at, we viewed two other properties, only to go back and purchase the first. We never regretted it, even though many may not fair well with the location. The Realtor may have just been lucky... that house and neighborhood was not for everyone, but to this day, I adore that house and have no regrets.

The second home purchase was much different, we even had a different Realtor. By then, I was already in real estate and our Realtor knew it. He knew that I had mls access and I knew the area I wanted to be in. He knew that he was hired because he had a background in construction and could hold me back from trying to tackle a fixer that was out of my league. He did his job well, too and again I adore the house and have no regrets.

PS - I get to Sauvie Island at least every other weekend in the summer and you know, I have yet to visit the nude beach.

Sara... Not going to the nude beach just doesn't sound like you. In many ways, it's much nicer than the family beach.

I don't mind nudity unless it's my own ...

I don't go to the family beach either - We're spoiled with a friend's private beach...

SEP

Oh...WoW1 I must have checked the box for comments here and saw this one...too bad it's spam because I loved this post! I hope you and Jason are doing well!

Can anyone tell me what the purpose of these spammers are? There isn't a link, I just don't get what they get out of it.

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