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Are You Helping or Enabling?

Are You Helping or Enabling? Sometimes we need to step back outside our roles and ask ourselves this question. It can apply to many people in life from agents - to buyers and sellers. Under the law - licensed real estate professionals are permitted (by state law in which they are licensed) to act inan agent-client relationship or as a facilitator. What about all those that you have no relationship? They just all all day long looking to gather more free information. You know the type. The ones that you work wiht for several months..only to find they are not returning your calls any longer, or they tell you now they are an agent, or their mom is an agent and they will purchase with them. Thank you very much (You Doormat!)

When a person calls in on a listing or someone else's listing via the Internet or an ad we need to qualify them before giving them too much information, meeting them and showing them several hundred homes. There is nothing new here. Buyers have been doing the same thing years ago from print ads. The important thing is not to just give all your knowledge away for free. Today with the Internet the same questions are asked. "All I want is the address so I can drive by." "I just want the address so I can Google it!" I know this common sense approach really is a hard thing to do, but if you can't do it, you are only kidding yourself.

Years ago the stakes were much higher for the information we provide. If I were sending a relocation package to Paris or Tokyo I need to know is the person committed to working with me before I spend $100 on a relocation package. So why would I not ask questions of the buyers now? Are you afraid you'll starve to death in a snow drift? Do you have this need to help others free? How many buyers have you converted to work with you recently? How many buyers walked away and never returned your calls? How many buyers lied to you and told you they did not have an agent and after you showed them the home - told you they have an agent? You are not alone. Many in our business are depressed and they will not acknowledge that things have changed. They keep trying old methods and are just not working. The first step to recovery is admitting that there is a problem. Another step is to move forward with a new plan of action.

Flawed Thinking:

You are going to win over the buyer.
You will convert them to your way of thinking.
By giving free information they'll trust you and want to use you.
I'll show them a few homes - and see if they will sign buyers agency.
I'll give them the addresses so they can drive by.
I will supply FSBO's with blank contracts.
I will advertise FSBO's Free.
If they love me...they will use me!

RE/MAX Greater Atlanta 770-238-0122 Direct

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Atlanta Real Estate & Atlanta Homes for Sale

Posted by Jim Crawford ~ Atlanta Real Estate-ABR E-PRO on 10/27/2008 09:26 AM

Comments (27)

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Originally posted at: Atlanta Real Estate | Atlanta Housing News for Real Estate: Are You Helping or Enabling?

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27 Comments on Are You Helping or Enabling?

OCT

2008

Jim, great thoughts in your post. It is imperative that we learn from what the market brings and that means study and research and asking the right questions.

Another great post Jim! So many folks in all industries that work in the sales process also need to be "liked" because of self-esteem needs. Most are not aware of this.

So, to be "liked" means you do as asked, ask few questions (even though tthat could be helpful to all) and never, ever use the word "no."

Yes, your use of the word "enabler" is fantastic. This approach enables the very behaviour that is often complained about. Yet the complaint by the enabler rarely acknowledge that they allowed all the wasted effort to happen.

Always enjoy your posts! Thanks! G

Great post. I keep thinking of that song "If you want it, here it is come and get it..." because while I work hard for my clients, it's a two way street. I am not one to hope and hope and hope that they'll like me if I give them all this information. I used to be two years ago and then I got burned bad. Not hurt emotionally but burned my britches bad financially like in the six figures. Hard lesson to learn but the important thing is that I learned it.

Bo Hussung/ Title services in all 50 states (Cogent Closing Associates) Tactfully asking questions, and determining real needs will allow any agent a chance to grow a quality business.

Shucks. The consumer wants a lot more than addresses (to Google) these days.

I get e-mail with no phone number from folks who want plat plans, annual utilities, age mechanicals, age roof, lot topo, etc., etcs.

Often for 4-6 properties.

Glenn Phillips (Management, Coach, Speaker) (RealSource) It really all starts and ends with us! It is our choice to choose what we want.

Lenn Harley Homefinders.com MD & VA Real Estate LOL! I get those too! Free legal advice, assessments, crime stats ...lol it goes on forever!

Barb Van Stensel (Keller Williams) We have all done that. Many here on AR may not like our opinions. They prefer the group hugs etc. My opinion is like yours, it is based upon making the mistakes.

That's the way of the world these days.....if they don't get the information from us they'll get it from someone else so you might as well answer and hope they do get back to "you" when they are ready to move forward. Patricia Aulson/Hampton NH Real Estate

Patricia Aulson (PRUDENTIAL RUSH REALTY) So is that a reason for you to act less professionally? Or is it just 'rationalization'?

Ah yes, the social worker's approach to selling real estate!! Oh Lordie, been there, done that!

You just have to decide how you are going to run your business and then do it. Are you a consultant/expert/professional or a gum ball machine? If they stick a quarter up your nose will you burp out an address, do the hoky poky and turn yourself around?

Of course we want people to like us! But given the choice, I'd rather have respect. Respect for my time and expertise. Going along with "being played" not only is a time waster but it erodes your effectiveness, leads to burn out and just leaves a bad taste in your mouth. We need to buck up, stand firm, and be the professional realtor clients want and need (whether they know it or not, LOL!)

Alyce Martin (Keller Williams Realty) Alyce, I love it! LOL! A "Social worker's approach to selling real estate!" You have a great recipe for building relationships and developing a good self esteem. We are either a professional or shine shoes for a living.

Jim, you always come up with the best topics, very thought provoking and you clearly have a handle on your real estate practice. I sure get a lot out of your posts. Selling real estate is a business pure and simple and I think a lot of people (me included) try to disguise the fact that we're in sales by overlaying hearth and home, white picket fences and forever grateful buyers and sellers and that warm and fuzzy stuff. That's certainly the hopeful outcome but the nuts and bolts of our business is prospecting and time management.

Jim, You always have such great insight and I love reading your blog, keep up the great work!

Carpe diem,

Chris

Jim - Great Post! Don't ya know that the general public assumes we earn million dollar salaries....when we truly work for FREE until a closing happens. Historically, our profession does so much "for free" to earn the trust and loyalty of a buyer. Sometimes it pays, sometimes it doesn't. This is our life.

Alyce Martin (Keller Williams Realty) You are so right! "...The nuts and bolts of our business is prospecting and time management!"

Chris Pollinger (Mastery Coaching) Thanks so much!

Christine Bohn, ABR, e-Pro, GRI~Gainesville, FL Realtor® (RE/MAX Professionals, Inc.) The key is to entice or to tease but not to give all the information away free.

Gee, I don't hire a CPA because I think he's going to be great friend and a lot of fun! I hire him to save me money and keep me out of trouble with the IRS. I also don't expect him to do my taxes for free or rebate some of his fee if I happen to owe money to the IRS. I don't receive "Just Did Taxes" post cards, nor see his photo on bus benches. I've never seen a CPA with his web site and photo splashed all over his car, nor incessant phone calls begging for referrals.

Until we behave as professionals, we can't expect to be treated as professionals. No one would DREAM of asking a CPA for free advice so they can then load their new found info into Turbo Tax to avoid paying the CPA for the work.

Coming from the corporate world, I have been asking other agents these questions for 10 years, and the only answers I get are "we've always done it this way" or "real estate is different". Sorry to rant, Jim, but this is a pet peeve of mine. If agents don't want to be used as a doormat, then they should stop acting like one.

Elaine Reese, REALTOR® in central Ohio (Real Living HER, Worthington Ohio) Elaine, I love it! You and I area reading on the same page. If you want to be treated like a professional, we must act like one! Doctors don't go to into the office and high five one anoter for making 100K in fees. Real estate agents need to grow up or move on.

Jim, I agree with not giving away too much info...As a Staging Realtor, my brain gets picked heavily. I have to be careful to share a little, but not too much, until the listing agreement is signed!

Debi

Woodland Park Real Estate, Colorado - Debi Boucher (Realtor-Prudential Professional REALTORS, ASP REALTOR) There were a number of homeowners that interviewed me last year. I do not give away all my marketing secrets. Many listed with their friends after they thought they had successfully picked out brains. The ones we listed are sold, and they are still on the market almost a year later.

Jim,

Thanks for the post. As business professionals we must have requirements met before we can start disseminating information.

William Collins, Broker Associate (ERA Queen City Realty) In the last few years, many persons entered into real estate wiht little training or oversight. They assume this is how it is done. It isn't.

OCT

2008

Jim, Well, it's their loss! I always think to myself that everything happens for a reason. When I lose a listing, I keep in mind that old saying. Sometimes I'm able to see that it ends up I was GLAD I didn't get it, for whatever the reason turned out to be. For example, I missed out with a builder at one point. Later, I found out he'd been sued for shoddy work, and lost his license. I would not have wanted to be involved with him. You just never know...

Debi

Jim:

I have had this in my training before we had buyer agency here. An agent must ask for the loyalty.

When you first meet and go over the general ideas of what they need, a committment should be ask for. I.E. I will do all these things (list). And take your best interest always, but I need a committment to you. Explaining professional service always.

You stand a chance of better cooperation if you ask for it.

Richard

Richard Stabile Bergen County New Homes Builder Realtor (REMAX real estate associates) And if we do not get it, they need to move on!

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