Learn to Kindly Say "No". It will help grow your business.

By
Real Estate Agent with The Somers Team at KW Philadelphia

Learn to Kindly Say "No".  It will help grow your business !

Approximately 5 months ago I wrote a similar blog post about "The Power of Saying No".  I will repeat some of that information in this post as I thought it would be a good idea to discuss again as the spring market is upon us.  It is important to remember that time management during the Spring and Summer will be critical to maximize efficiency and effectiveness which in turn maximizes production and income.

The Power of NoWhat an agent should do is to surround herself with motivated buyers and sellers.   This comes down to communication, asking questions and qualifying your prospects.  Be very careful to not work with folks who do not fall into that category.  Your time is precious and you certainly do not want it wasted by drainers and time-wasters.

So every day, you will have decisions to make and numerous requests from potential "sellers" and "buyers".  It is important to learn that sixth sense of intuition and if you smell or sense trouble, I would suggest to say "No" .!  You will know it when it is there and it can be communicated kindly.

Recently, I have seen many agents at the office say "No" more and more and I think this happens as people learn from their mistakes of the past and learn that their time is valuable. 

It is important to note that also saying "No" now does not mean"No" forever.  It is just for the time being.  For example, maybe a buyer needs to gain focus first on what their true price range is or where they want to live or get preapproved first and clean up their credit before you show them houses.  Or a seller may need to list with Realtor 1 first at $50,000 above market value for a few months before they come back to you.

Below are recent examples of us saying  "No".  Typically they are very similar month to month.

1.  I would like to list my property $30,000 above your suggested listing price.

2.  I have a Realtor but they are too busy.  Can you show me the property ? 

3.  Financing is not an issue.  I was preapproved 2 years ago. Will you just show me the property as I want to see the property first and then look into financing.

4.  Will you cut your commission ?

5.  Sorry I did not call you, email, or text you to cancel an appointment.  Can I reschedule ?

Although it sounds easy to say "No" it can be difficult.  You will learn that it is empowering as the probability of each of the above being a loss of precious time is high.  And the appreciation of the services you provide in these cases may not exist. 

Our goal and passion is to work with clients who value our services, value our time and are eager to work with us.   Those relationships are invaluable.

Have you said no to anyone recently ? 

The next time you compromise your time or service, it may be a good idea to think about saying "NO" !

Good luck !

The Somers - Chris and Stephanie Somers

 

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Rainmaker
3,267,375
Lawrence "Larry" & Sheila Agranoff. Cell: 631-805-4400
The Top Team @ Charles Rutenberg Realty 255 Executive Dr, Plainview NY 11803 - Plainview, NY
Long Island Home and Condo Specialists

We had to say NO today, but wanted to say something else...he said "I want this apartment and I will pay 1st month and security, but I don't want to pay your broker's fee"...NO!!!!!!!!!!

Apr 03, 2009 05:24 AM #50
Ambassador
771,951
The Somers Team
The Somers Team at KW Philadelphia - Philadelphia, PA
Delivering Real Estate Happiness

Anne Marie - Great comment ! I like what you say about being honest and realistic.  That is key and that provides the basis for communication.   I believe in my heart that most consumers appreciate that and those that do not will probably ultimately appreciate it because they do not understand how the process works.  Thus, another blog post could be engaging these people to help offer solutions and I would imagine that if more agents did that (we could do it more too) more leads could be harnessed into great clients.  Also, love how you communicate with your daughter - that is a great example - instead of being negative, being positive by offering solutions or alternative approaches !

 

Apr 03, 2009 06:38 AM #51
Rainer
13,603
Daren Krause
Keller Williams Realty - Austin, TX

"Recently, I have seen many agents at the office say "No" more and more and I think this happens as people learn from their mistakes of the past and learn that their time is valuable."

Well written and thank you; sometimes we all need to be reminded that saying "No" is quite often a very good thing.

Apr 03, 2009 06:58 AM #52
Rainer
40,133
The Kasey Group
Stratford, CT

This is a great post.  You should check out the video we recently posted on our blog, "I am not a lead".  Let us know what you think.

Apr 03, 2009 07:11 AM #53
Rainer
21,888
Linda Pitts
Sue Wilkinson Real Estate, LLC - Brandon, MS

Maybe it's a personality defect, but I don't seem to have a problem saying no.  It's empowering!

Apr 03, 2009 08:09 AM #56
Rainer
157,007
Sandy Childs
Keller Williams Realty - Spartanburg, SC
Realtor - Spartanburg, SC

Our Team has turned down more business than we have taken this year. Taking a listing or signing a buyer that you have reservation about is just a waste of everyone's time ~ and you money.

Apr 03, 2009 08:25 AM #57
Rainmaker
655,882
Bob & Carolin Benjamin
Benjamin Realty LLC - Gold Canyon, AZ
East Phoenix Arizona Homes

If one does not say no to the time wasters then time is wasted and no money is most often the result-- best to say no and move on.

Apr 03, 2009 10:48 AM #58
Ambassador
771,951
The Somers Team
The Somers Team at KW Philadelphia - Philadelphia, PA
Delivering Real Estate Happiness

Integrity Mortgage - So true !

Jason - You are right in that when one first is starting it cannot hurt as much to take on riskier type clients.  It can be even beneficial to break into the learning curve and practice presentations, showing homes, qualifying, going over financing...etc.

Martha - Congrats !  It can definitely help one with a positive attitude and can be empowering.  Rock on !

Jessica - I agree.  That is the intuition I mentioned or that sixth sense per se in terms of when to help somebody.  For those areas that are our target market or if it is our listing, we would probably show that one house as well to make face time with a potential client and to protect the integrity of our listing as far as not losing the showing.  If we are jammed up, we would simply refer that buyer to someone on our team.

Andrew  - We get the commission objections sometimes but much less due to the changes of the market climate.   Sellers are much less likely to negotiate over commissions in this market.  And the ones that want to way overprice and cut commissions are the ones to watch out for : )

 

 

 

Apr 03, 2009 11:04 AM #59
Rainmaker
376,927
Robin Dampier REALTOR®
Coldwell Banker King - Hendersonville, NC
Hendersonville & Western NC Real Estate Source

Greetings,

It's so important to learn how to say NO and explain why you are saying NO to which ever of the 5 NO's you listed.  On #3 I would have clarified that if they got re-qualified in current time we could schedule an appointment to meet.

When I started out 14 years ago this was certainly NOT how it was!  Anyone who called I would run to accomodate them!!  It takes getting some experience/knowledge to realize you are just being used because someone with more experience didn't fall down at their feet and waste their time.

Great post,
Sue of Robin and Sue

Apr 03, 2009 11:10 AM #60
Ambassador
771,951
The Somers Team
The Somers Team at KW Philadelphia - Philadelphia, PA
Delivering Real Estate Happiness

Jason - LOL, you are welcome !

Amy - Great reminders are a beautiful thing.  I used to be the "Yes Man" when I first started as well.

Maria - You are so right !  We love our short sale listings for those exact same reasons.  Is a great niche to take advantage of.

Joe - Exactly.  It is great to work with those buyers and sellers who really need the service, respect what you do and are very appreciative.  We will certainly go the extra mile and beyond for those folks !

 

Apr 03, 2009 11:29 AM #61
Rainer
45,055
Michael S. Mackey
CENTURY 21 All Islands - Mililani, HI
REALTOR ABR, CRS, GRI, RSPS

The sad thing is, there are now more people that have to be told no to than ever. Somehow, there seems to be a pervasive attitude that everyone knows what they are doing, except the professionals.

Apr 03, 2009 11:30 AM #62
Rainmaker
125,573
Susanne Novak, ABR, FIS, GRI
RE/MAX 24/7 - Columbus, OH

We are professionals. Our time is valuable. From time to time we have to say "no" and it feels really liberating when you do :)

Apr 03, 2009 01:39 PM #63
Rainmaker
120,327
Patsy Overton
Patsy Overton Interiors, Atlanta, Georgia - Duluth, GA

Great advice!  Yes, I've learned to say "no".  I think it's just a matter of getting wiser and working smarter.  There's a difference in being busy and being productive.  Thank you!

Apr 03, 2009 02:12 PM #64
Rainer
44,137
Kathleen Murray
Realty Executives Mohave - Kingman, AZ

If more agents learned to say NO, business would be so much better and easier for all of us.

Too many agents are over pricing and cutting commissions, this is hurting our reputation and business.

Apr 03, 2009 05:17 PM #65
Ambassador
771,951
The Somers Team
The Somers Team at KW Philadelphia - Philadelphia, PA
Delivering Real Estate Happiness

Larry and Sheila - LOL, "NO" to that one !  Amazing.

Daren - You are welcome.  Learning this skill will help grow your business. That is the paradox.

The Kasey Group - Thanks !  I will check it out.

Linda - Awesome !  You are two steps ahead of the game !

Sandy - So true.  Great point !

Bob and Carolin - I could not agree more : )

Apr 04, 2009 12:24 AM #66
Rainmaker
272,085
Matt Stigliano
Kimberly Howell Properties (210) 646-HOME - San Antonio, TX

Chris - You're right about it being good in your early days.  I learned about a lot of neighborhoods and viewed more properties than I could imagine.  It was a great way to get to know the area from the viewpoint of a real estate agent and not just someone who lived here.

Apr 05, 2009 10:02 AM #67
Ambassador
771,951
The Somers Team
The Somers Team at KW Philadelphia - Philadelphia, PA
Delivering Real Estate Happiness

Sue - Well said.  The skill is to turn the situation into an opportunity in terms of being consultative.  Your example of getting requalified is a perfect one... especially with all the changes in the mortgage industry !

Michael - I hear you.  I think overall though things are going better than that for the folks who are truly motivated really want and desire the representation of an experience agent as they realize the value more and more in this tricky market.

Suzanne - That liberating feeling is a good feeling indeed : )

Patsy - "Getting wiser and working smarter"  Well said indeed !  And yes, too many agents can fall into the trap of being busy, but not productive.

Kathleen - That is an issue.  However the bad agents make the rest of us look better and more in demand : )

Matt - Very true.  I think those buyers that are in their early stages are great opportunities for new agents to practice their presentation skills, see a lot of properties and just practice practice practice !

 

 

Apr 05, 2009 10:16 AM #68
Rainmaker
124,545
AMBER NOBLE GARLAND - Top Real Estate Expert, Property Tax Appeal Specialist & Author
Strategic Marketing Expert & Relocation Specialist Serving New Jersey and nationwide! - Marlboro, NJ
- The Agent You Can Trust To Deliver REAL Results!

I couldn't agree with you more! I just had this same convo with my brother who also happens to be a Realtor in Philly.  We've got to know how to "fire" clients if necessary.

Apr 10, 2009 11:48 AM #69
Ambassador
771,951
The Somers Team
The Somers Team at KW Philadelphia - Philadelphia, PA
Delivering Real Estate Happiness

Amber - Your brother is a Realtor in Philly ?  Is his name Marty ?  And yes, learning to say "no" is appropriate sometimes and is a learned skill.  Sometimes firing a client or softly letting them go is beneficial if there expectations just are not realistic.

 

Apr 11, 2009 02:17 AM #70
Rainmaker
432,699
Jen Bowman
Keller Williams on the Water - Holmes Beach, FL
Realtor - Anna Maria Island & Bradenton FL

I recently told a seller that I couldn't list her property at the price she wanted. I told her that I could refer her to an agent that would if she wanted. 2 days later she called me and had me list at the price I suggested.

Apr 14, 2009 01:01 AM #71
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