Do you remember who said this? No, I do not expect that you are alive when this was said. But, do you remember learning about Theodore Roosevelt in school, and do you remember this quotation?
I was listening to CNN a little while ago, and Secretary of Defense Robert Gates was being interviewed and he brought up that famous quote . . . and I began to think about real estate.
When Theodore Roosevelt used this phrase in a speech in Chicago in 1903, he was talking about our nation's abilities to impact the terms of the 1823 Monroe Doctrine. But, in a more general sense, it refers to the fact that the tactics of caution and non-aggression are best, but once should be able to back that with violence if required.
Okay . . . so how does that bring me to real estate? Of course, I am not encouraging any real estate agents back up any arguments with violence!
In the last few years I have had the pleasure of working with all kinds of folks from all different backgrounds and with varying personalities. There is always a Mr. or Ms. Know-It-All, but when you look up this individual on the MLS, you see that his or her whole career is only comprised of a handful of deals. There is Mr or Ms. Yeller (no explanation necessary). There is Mr. or Ms. Invisible (you know the ones who never return you calls), and many other distinct and unique personalities.
In real life if I let my guard down, I would say that I am sometimes overly critical and impatient with others. However, one good quality that I have is that my unique real estate personality is Ms. Speak Softly and Carry a Big Stick. I listen and almost never respond in the first conversation. I always weigh all of the client's options laboriously before making a recommendation.
I take the same tactics when negotiating short sales. Promissory note for the full balance? I just listen and write it down. (Yes I am upset, but I keep it in control.) Want to close tomorrow? I just listen and write it down. Then, if I need to respond, I make a powerhouse move (like a letter to a bank executive about how we all value customer sevice and want the best for our mutual client) which usually does the trick.
I find that if you take time to think through the ramifications of what is being requested, and then follow up, you will have a much better chance of getting the job done while not alienating your fellow real estate collegaues in the process.
Broker, Realtor®
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