Yesterday I was on the phone with a potential client and I made a huge mistake! The prospect had responded to an ad of mine on the internet, she was looking for a home but was running into issues with her financing. She had told me that she had been looking for about 4 months, and had spoken with other agents but signed no agreements. I was able to resolve her financing issue pretty quickly, and she was ready to begin looking for a home. Since I was the one who got her back on track for the home search, I figured the buyers rep agreement would be a slam dunk. I was wrong! When I presented her with the agreement, she quickly told me she wasn't interested in signing anything with me and she was planning on working with someone else she had met (despite that agent's inability to identify and correct the financing issue! A whole other story!). Well, I was completely caught off guard and my prospect never turned into a client.
Moral of the story? As I think back on our conversations, I could have done a much better job of identifiying her intentions earlier on. I could have also been much more prepared for her to say 'No' to me when presented with the buyers rep agreement. I don't know for sure if my scripts could have changed her mind and gotten her to work with me, but it certainly wouldn't have been any worse! Next time I will assume nothing and be prepared for anything.
Jon
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