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*You can be a diva* or you can show the house
The caller wanted to see one of the company's listings, but she wanted an appointment that day, 30 minutes after our office closed. The floor agent did not want to work that late and offered the phone call to me. I now have a very nice listing, another deal under contract, and the prospect of yet more business--all from that showing.
The listing the caller wanted to see was not mine, but I knew that the owners needed to sell. The caller was impatient and even demanding, having already left unanswered messages for the listing agent, who was out of town that day. More than anything, I did not want the sellers or the listing agent to lose a potential sale, and the floor agent was about to put the caller off again.
I showed that first house to the caller sort of as a personal challenge. Could I change her mind and convince her to choose me as her agent, rather than the one she had in mind (she did not have an agency agreement)? You know, I was exercising my persuasive muscle a bit. This is a sales business, after all.
If a salesperson never has to face a sales challenge, she ... more

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