Home : Blogs : Jeff Pickering : Jeff's Blog

How do you react when a client goes with another agent?

This is how one of my top agent responds when a client chooses to go a different direction! They sent me this letter as a sample of how they handle the situation. After they send this letter they have a follow up system to make the client feel special and continue to take the blame for the mistake, I asked them how many clients come back and they say over 75% return in a few weeks/months. What if all of us responded this way...... how much more business would we have and how many times would our names be passed out?

Dear Client

As a past client and the purchaser of a new home 3 years ago, we are writing this letter "from the heart". Why from "the heart?" We feel your pain! We felt we should say something. We are not upset you listed with someone else.

You are our friends! You have been a trusted adviser and part of our concierge program since our meeting. We have looked out for you. We have kept you updated on the real estate market, sent out gifts, Christmas cards, and provided you with updates, and as new homeowners to our fair city have tried to make you both feel welcomed. Hugs all around when we met at our listing appointment. It was really nice of you to share your new plans and visions with us. We were, and are, excited for you and your family.

We have failed you! We're sorry!

We did not think your house would sell for the price you wanted. We offered to have a licensed appraiser, at our expense, to verify it's market worth. We failed you when we explained the market, we failed to communicate the importance of pricing, we failed to communicate!

We were looking out for your best interests. We would have come back and made adjustments to "the price" We would have worked with you.

I could tell from your voice when you said you "were going with another agent" that it was upsetting to you and that we were not chosen to represent you. Again we are sorry we did not agree on your price!

We truly hope that your house sells for your price, and we wish your family the best of luck!

Sign name (blue ink)

Posted by Jeff Pickering on 12/02/2008 09:24 PM

Comments (9)

pickering group, jeff pickering, scottsdale real estate, phoenix real estate, anthem arizona real estate

This post has been included in Arizona Information
Post is included in group: Ahwatukee/Foothills Arizona
Post is included in group: Arizona Real Estate
Post is included in group: Out Of The Box!
Post is included in group: Realtors®
Post is included in group: Referrals Only

9 Comments on How do you react when a client goes with another agent?

DEC

2008

Jeff, very interesting. I'm glad to ear it works for them because this happens to all of us and it hurts. this is a great letter.

We're not permitted to contact another agent's client.

I think it sounds insincere.

Maybe it won't sell....rather have it the second time around.

Hmm -- I guess that letter is just not me! I would simply wish them good luck and tell them if for any reason things didn't work out, to give me a call.

Not really my style either. I'm pretty firm on pricing at my listing appointments and many times, if they don't go with me they go with some schmuck who doesn't mind overpriced listings. That listing almost always expires and I end up getting it the second time around when the sellers are more open to realistic pricing. You know what they say, be the first love, the second marriage, and the third listing agent (second works here too).

Gosh, this almost sounds sarcastic and a little sour grapey to me, reminding them of all the things you did for them, that you considered them "friends" - WE HAVE LOOKED OUT FOR YOU - almost sounds martyrish too, wah, wah, wah. I think it would make the sellers feel worse. I guess it's not my style either. Maybe a better idea is to write a poison pen letter of what you REALLY think and then "poof" throw it away.

Interesting opinions on the letter thank you..... I like the approach( now I have not tried it yet so I may change my mind if and when I do) and yes it's a little thick but that's his point! Clients tend to walk all over sales people with no regard of how much time or energy is invested in them. While some take it...some get angry.....some wait for the next round......he responds. Everybody does it differently that what makes us all unique.

DEC

2008

Hey Jeff,

I try to be big about it - but if they have actually 'listed' with someone else, I don't make any attempt to contact them.

DEC

2008

Jeff,

I strongly believe that everything happens for reason and just move on. Try to appreciateclients that are loyal to me little more. Sometimes I would just ask why for my personal reference and wish them best of luck.

Leave a response…

Name:

Email:
(optional)

Comment:

What does the graphic say?