Have you ever had a client that is just a complete waste of time? Maybe they aren't ready to buy or maybe they have unrealistic expectations, it doesn't matter. The fact is, they won't lead to a sale and the effort you invest in them won't turn into money in your pocket. So what do you do? Stop wasting time! Refer them to someone who is willing to play their games.
When you get these clients, it's important to ask yourself how to avoid them in the future. Sometimes there's no way of knowing what a client will be like, but there are things you can do to decrease the risk. The most important is qualifying leads. Do your website registration forms have qualifying questions on them? They should. When you follow up with leads, do you ask for more information or do you just answer their questions? Get as much information as you can. When someone calls you, do you ask them detailed questions? You need to!
Some things to ask buyer leads before investing any more time or energy in them:
First and foremost: Are you already working with an agent?
How long until you plan to buy? Give some examples to make sure they choose a specific period, such as < 3 months, 3-6 months, 6-9 months, over 9 months
What price range are you looking at?
What area of town?
What are some specific things you're looking for in your new home?
These basic questions will give you an idea of how far along in the buying process they are and if they are realistic about what they are looking for. If they are unrealistic and can't be easily "brought down to earth", refer them to another agent.
Do you have stories about clients who are a waste of time? We'd love to hear them!
Keller Williams Southwest - Sugar Land, TX
I've had those clients that aren't worth it, but I never truly cut them off and move on, rather, I always refer them to a newer agent who is willing to take them. By so doing I will still get a referral fee if the client ever does buy something, you never know what can happen and that way I'm getting something for my initial time.
Oct 08, 2009 04:30 AM
BKaye Realty - Wilbraham, MA
Real Estate Consultant
Speaking as a relatively new agent, yeah, I've been on the receiving end of those kinds of referrals. Not pretty. I hope you at least tell the newbie what he or she is getting into first. lol
I had a client recently who wanted to buy a house, but would not listen to anything I said to her about the process. Somehow she just thought she knew how it worked and I didn't. Eventually she faded away and I let her. My sanity couldn't take it. :)
Oct 08, 2009 04:35 AM
Keller Williams Southwest - Sugar Land, TX
LOL Of course I give them the full scoop of what they're getting into! But a new face, new patience level and new enthusisam along with a different amount of time to spend sometimes is whats neede.
And your right after a certain point for the other agent they also have to finally call an end to it. But by giving them a shot at it I have an agent that might make me some money that I otherwise might not get plus an agent who appreciates that I had the confidence in them to get the job done.
Good luck
Oct 08, 2009 05:24 AM
Los Angeles & Ventura Counties in CA - Simi Valley, CA
CalState Realty Services
AMEN! While I'm not a Realtor showing property, I do get my fair share of time wasters. People spend so much time and energy arguing with me about the documentation I request and who look for loopholes and ways of getting around the requirements.
While I have no problem legally helping my clients qualify for a home loan, I have absolutely no interest in working with people who are out to illegally scam the system.
NEXT!!!
Oct 08, 2009 07:18 AM
Rainmaker
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