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Sticking to my guns

By Kelley Weimer

Real Estate Agent with Better Homes and Gardens Big Hill 2002018135

April 17, 2009 05:07 AM

I recently listed a house here in Preble County that had been on the market a few times before. It was an expired that I worked. The sellers were skeptical to say the least about real estate agents, as in past cases, there had been a lot of OVER-promising and UNDER-delivering. The sellers had little faith that Realtors are worth what they get paid.

So I went into this full force, determined to change the stereotype of my profession, if nothing else.

About a month into the listing, we get an offer. I called the clients and asked them to please come into the office so we could discuss the offer coming in. That evening they both show up. Good..both decision makers are present. Off to a good start.

The offer was a bit on the low side. Nothing that cant' be worked out. "Just keep it alive" is my motto. I start presenting the offer and start noticing the ruffling of feathers. Uh-oh. I present a net sheet, recent comps, all that good stuff.

The sellers are upset, and want to reject the offer straight out of the gate. Well, I just wont let a rejection happen. So I ask "Why dont we think about a counter offer?"

At that point, Mr. Seller looks at me and says "Sure, I'll negotiate my price just as soon as you negoiate your commission". Ouch.

Now, I could have gone into all the reasons I think I'm worth it. Or how the commission doesn't really all go to me, balh, blah, blah. But I didn't. I simply said..

"You have been listed 3 times before and NEVER even had an offer. You have been with me for a month and I have brought you an offer. If anything, I should be charging you more."

My Seller had little faith that what I make is what I deserve. Well, I do. And whether its an up market or down, if you dont believe in yourself, you certainly can't expect your clients to.

PS. The deal was put together.

Kelley A. Weimer

a house "SOLD" name!

www.buypreblecounty.com

Professional Real Estate Services for Preble County Ohio; including Eaton, Lakengren, West Alexandria and Lewisburg.

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Linda Greco Rich, ABR, SRES

Exit Preferred Realty - Bel Air, MD

Harford County Specialist

Awesome response and you were quick on your feet. What did he say to your response?

Apr 17, 2009 05:12 AM

Mark Hall

Realty One Group Cascadia - Vancouver, WA

Homes for Sale Vancouver Washington

Good for you! It was obvious but so easy for the seller to overlook. Great job.

Apr 17, 2009 05:17 AM

Sylvie Conde

Sutton Group-Associates Realty Inc., Brokerage - Toronto, ON

Broker, Toronto Real Estate

Good for you, and congratulations on the sale.
That was quick thinking. Great answer. I may have to use it. :)

Apr 17, 2009 05:20 AM

Marc Baysek

Iron Horse Properties, LLC - Rockingham, NC

Iron Horse Properties

I like that response!! WOW

Apr 17, 2009 05:33 AM

Jack Gilleland

Home Inspection and Investor Services, Clayton - Clayton, OH

Good for you Kelley. Stick to you guns, and nice work putting it together.

Apr 17, 2009 05:36 AM

Mike & Kathleen Kelly

Better Homes and Gardens Real Estate Foothills - Hickory, NC

Hickory NC REALTORS

Good job - and you are right. You brought them an offer - you deserve more.

Tim Bradford

Cleveland, OH

NMLS 250013

Great post. And I am sure you delivered your words quickly and with confidence. I can imagine a number of newer (and even veteran) agents with the Blah, Blah, Blah response.

Your post also reminds me of Role playing with coworkers. By Role Playing a possible situation we were better prepared to respond when a client threw us a question, Role Playing allowed us to practice as well as observe how others responded with clients. And I think we all know that Practice makes Perfect.

Apr 17, 2009 02:59 PM

Elizabeth Bolton

RE/MAX Destiny Real Estate Cambridge, MA - Cambridge, MA

Cambridge MA Realtor

Hi Kelley ~ That is a super answer. I'm committing it to memory - love it.

Liz

Apr 17, 2009 03:41 PM

Michael Hoffman

Michael Hoffman & Associates - Pickerington, OH

CAI, AARE, CES, BAS

Good job on getting it done and for not backing down.

When people ask me why I charge higher than my competition, I use something to the effect of "You can hire a rookie, but if you want a top performer, hire me".

Apr 18, 2009 01:39 AM

Kelley Weimer

Better Homes and Gardens Big Hill - Eaton, OH

Preble County Ohio Real Estate & beyond

Hi Linda. Actually, the seller just sat there looking sort of dumbfounded. It was so quiet you could hear crickets chirping. I didn't say a word. Very uncomfortable, but my broker tells me to say to myself "The first one to talk loses". So I just waited, and pretty soon Mr. Seller spoke and and said "well, what do we need to do to get this put together?" This was the first time I ever used that line, but I'm glad I did!

Hi Mark. Thank you. Actually, the seller even called me the next day and apoligized to me for behaving that way and asking that question. I told him "If I had a nickel for every time someone asked me to drop my commission...."

well, we all know the answer to that one!

Hi Sylvie. Thanks! You are welcome to try it. I picked it up from a top rpoducer in my office and was just blown away. Never thought I'd have the guts to use it, but I did!

Hi Matt. Thank you!

Hi Jack. Thank you. Clayton where? And I like your picture!

Hi Mike. Thank you. This is also a good one to use when you bring a buyer to someone who isn't even on the market. The first thing they ask is to reduce the commission. What I tell them is that I have saved them probably MONTHS of stress, keeping the home in show-ready condition, strangers trapsing in and out, and so forth, dealing with offers and the stress of more months of payments, etc.. I should probably get MORE!

Hi Tim. I LOVE role playing. I used to dread it but took the Floyd Wickman SMART program and REALLY got into it, and was stunned how much more "on my toes" it made me as an agent. I think its a good thing to do, whether you are a rookie or seasoned agent.

Hi Liz. Thanks!!

Hey Again Michael. Thanks. I like that answer too. Sort of like why pay for coach if you can get first class? And hey, I didn't even answer you twice this time :)

Apr 18, 2009 08:19 AM

Sticking to my guns

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