I never promised you a rose garden.

By
Real Estate Broker/Owner with Tutas Towne Realty, Inc and Garden Views Realty, LLC BK607690

 Hi folks. Today I want to talk a little bit about listing presentations. As you know I am an exclusive listing Broker and have been for 13 years. I've sold hundreds of homes in Poinciana Fl and consider myself an expert when it comes to pricing and getting Sellers to hire me to sell their properties. It's what I do and I take it very serious.

Currently, my market is very difficult. Homes are just not selling and needless to say this makes my job more difficult. I cannot walk into a listing presentation being Mr. Optimistic. I guess I could but I won't. Giving Sellers "false hope" is the worst thing we as REALTORS® can do. Sellers, need to know, that selling their house is going to be very difficult even at the right price. If it's over priced...well forget about it. They will not get lucky in this market.

So my listing "pitch" has changed. I no longer go in with the attitude, "that if you list with me I will sell your house in 90 days guaranteed". Because chances are I won't. And Sellers need to know this. I can't make promises that I can't keep. If I did, my Sellers would be very unhappy when I start making excuses for why I didn't get their home sold as promised. Personally, I don't do excuses.

"But, Broker Bryant, why be so negative? Why would people list with you if you can't promise you will sell their house?" Well that's a good question. Folks list with me because I am 100% honest when it comes to market conditions. The market "is what it is". There is nothing I can say or do that will change that. If I painted a rosy picture of the market, when in reality, it sucks, I would be doing my Sellers a disservice. I have more respect for my Seller's intelligence than that. They know the market is bad and because I tell them this they trust me. I'm not trying to sell them on my services. Instead I'm giving them the truth so together we can devise a plan that will give us the best shot at getting their home sold.

By having this attitude and using this approach I am able to keep properties listed until they do sell. My Sellers are also more receptive to making adjustments when necessary. They know, without a doubt, that I am doing everything I can to get their properties sold.

In this more difficult market, Sellers need a REALTOR® that is able to be brutally honest about current market conditions and pricing. Now having said that, there are still many Sellers out here who are living in la la land. And that's OK. It's their property and they can do what they want with it. It's their right to "hold out" so they don't have to "give their house away". They just won't be doing it with me.

But, I can assure you, there are many REALTORS® who will be happy to work with them. Of course they will be damaging their reputation and they won't get paid. But hey, maybe they'll get a Buyer or two off the yard sign. I wish them luck. Let me add this: If you are taking listings to attract Buyers you are doing your Sellers a disservice. Using an overpriced listing as "buyer bait" is wrong, it's deceitful, it's unethical and your real estate career will be short lived. And I, for one, will be happy when you get out of the business. Is that honest enough for you?

As for me, I will continue to be brutally honest and will continue to under promise and over deliver. Will you?

More posts on listing presentations from Broker Bryant.

Image compliments of Sarah Cooper. Thanks Sarah!! Ok it has nothing to do with the post BUT I LOVE IT!!!!

All content copyright © 2007 - Broker Bryant Real Estate Ramblings

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 Tutas Towne Realty, Inc handles Florida real estate sales, Florida short sales, Florida strategic short sales, Florida pre-foreclosure sales, Florida foreclosures in Kissimmee Florida Short Sales, Davenport Florida Short Sales, Haines City Florida Short Sales, Poinciana Florida Short Sales, Solivita Florida Short Sales,  Orlando Florida Short Sales, Celebration Florida Short Sales, Windermere Florida Short Sales. Serving all of Polk, Osceola and Orange Counties Florida. Florida Short Sale Broker. Short Sale Florida.

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Rainmaker
242,151
Brad Snyder
Sierra Vista Realty - Sierra Vista, AZ

You continue to be my hero.

I am relatively new to real estate and believe you have to work hard for your clients, but more than anything you have to tell them the truth. Some agents will say anything to get a listing, but they are not doing themselves or their clients any favors. The client will end up upset at you and your reputation will not be what it should be. How do we survive in this industry? Referrals! You won't get and referrals with unhappy clients. I would rather loose the listing than get one through deceptive talk or by taking a bad or overpriced listing.

As always, keep up the great info. Your posts help the rookies out there like me.

 

Jun 29, 2007 04:32 AM #50
Rainmaker
1,142,260
Bryant Tutas
Tutas Towne Realty, Inc and Garden Views Realty, LLC - Winter Garden, FL
Selling Florida one home at a time
Hey Brad, Them some mighty kind words! Thanks
Jun 29, 2007 05:02 AM #51
Rainer
103,309
Armando Rodriguez
QUEST REALTY SERVICES - Orlando, FL
Orlando Homes 4 Sale, Real Estate Broker-GRI

You can't go wrong being honest.

Jun 29, 2007 08:15 AM #52
Rainmaker
307,523
Ryan Hukill - Edmond
ShowMeOKC Real Estate Pros of KW Elite - Edmond, OK
Realtor, Team Lead

BB, I'm late to the party, but great post. I especially liked:

Let me add this: If you are taking listings to attract Buyers you are doing your Sellers a disservice. Using an overpriced listing as "buyer bait" is wrong, it's deceitful, it's unethical and your real estate career will be short lived.

Couldn't have said it better myself. Overpriced listings don't serve anyone but the slimy few in our business. Thanks for sharing!

Jun 29, 2007 02:14 PM #53
Rainmaker
1,142,260
Bryant Tutas
Tutas Towne Realty, Inc and Garden Views Realty, LLC - Winter Garden, FL
Selling Florida one home at a time

Ryan, Thanks for stopping by my firend. I liked that one too:)

Cheryl, You would have loved working in my market in 2005. I sold almost 50 houses and all of them sold in less than about 20 days!!!! Some sold in hours. It was fun.

Hi Armando. Honesty is certainly the best policy.

Jun 30, 2007 12:34 AM #54
Rainmaker
223,300
Rick & Ines - Miami Beach Real Estate
Majestic Properties - Miami Beach, FL
That was my favorite image for sure!  It's funny how our strategy changes, isn't it.  Thanks for giving us your take BB - it's reality.  We've lost a couple of listings with this strategy, but I feel good about it and I can sleep at night.
Jun 30, 2007 03:25 PM #55
Rainer
75,626
Ann Guy
NA - Allentown, PA
When I'm selling my house, I don't want excuses. I want it sold.  And I would want a REALTOR who sells my house, not plants rose garden. 
Jul 02, 2007 08:23 AM #56
Ambassador
1,369,369
Loreena and Michael Yeo
3:16 team REALTY ~ Locally-owned Prosper TX Real Estate Co. - Prosper, TX
Real Estate Agents
I believe that speaking the complete truth is the best thing we can do for our clients. At the same time, I feel it is a challenge to speak with enthusiasm - because that's what you do..... Feel my catch-22?
Jul 13, 2007 05:04 AM #57
Rainer
39,334
Deb Short
TENNNESSEE REALTY & AUCTION LLC - Sparta, TN

i turned down a listing today, because i felt like it was a waste of my time. The price was over fourty thousand to much. I want listings that will sell. it was a nice home , land was okay..but not what the seller is willing to sell. I asked him if wants to hold on to it or sale it..

I do want to get the seller the money he wants..but i also want a seller that will be happy ..no need to waste money on advertising and noone will show it.

on to the next one!!

Jul 13, 2007 08:53 AM #58
Rainmaker
1,142,260
Bryant Tutas
Tutas Towne Realty, Inc and Garden Views Realty, LLC - Winter Garden, FL
Selling Florida one home at a time
That's perfect Deb!!! Remember: "I'd rather turn you down now than let you down later"
Jul 13, 2007 09:10 AM #59
Rainer
3,098
Kristi Holloway
Anchor South Real Estate - Denham Springs, LA
You'll always feel at home with Kristi!

Hey Bryant,

I'm a newbie. I just wanted to let you know that you have it goin' on in the blog department! 

Jan 23, 2008 01:31 PM #60
Rainmaker
1,142,260
Bryant Tutas
Tutas Towne Realty, Inc and Garden Views Realty, LLC - Winter Garden, FL
Selling Florida one home at a time
Thanks Kristi, That's always good to hear. Welcome to AR! You are going to love this place.
Jan 23, 2008 10:46 PM #61
Ambassador
3,393,744
Debe Maxwell, CRS
www.iCharlotteHomes.com | The Maxwell House Group | RE/MAX Executive | (704) 491-3310 - Charlotte, NC
Charlotte Homes for Sale - Charlotte Neighborhoods

BB:  Can't stop singing, "I beg your pardon..."!  You are SO right and I do love those Buyers that I acquire from signs but, I'd rather get the house SOLD so that the sellers friends and neighbors want to use me to SELL their home!  I recently told a $1M couple in a listing presentation that our absorption rate/time on the market was 22 months in their price range.  They were HORRIFIED.  They interviewed other agents who told them that they would discount their services (what part of my full-service are they eliminiating?!) and that they COULD sell their home.  The sellers emailed me back and forth for about a week, asking to prove my statistics and wondering what part of the 22 month period that I thought they would sell.  I kept responding with honest answers and a week later got the job!  These Sellers are going to be patient now BECAUSE I was honest with them and because I have prepared them for today's market. 

We work for THEM and must be completely honest with them in order to have a successful working relationship!

Debe in Charlotte

Jun 27, 2008 09:11 AM #62
Ambassador
557,018
"The Lovely Wife" (Broker Bryantnulls Wife) The One And Only TLW.
President-Tutas Towne Realty, Inc. - Kissimmee, FL

Well...

You promised me a rose garden and all I have is a stupid rose bush :)

TLW...ROAR!

Jun 27, 2008 09:43 AM #63
Anonymous
Rick

Excellent! As always great article and love the picture!! Honesty is the always the best policy...I just lost a listing to someone that told the seller they could get them $49k more than I could...and they believed it! Nothing like 20% overpriced in THIS market....

Yes I will be following up with them when it EXPIRES....If they are willing to talk a little about reality and not just realty....

 

Rick

Jun 27, 2008 11:34 AM #64
Rainmaker
176,257
Maya Thomas, Broker
Tampa, FL
Please see my client recommendations.

Sage advice.

Jun 27, 2008 12:35 PM #65
Anonymous
Anonymous

Thanks for this post.  It was just what I needed I was beginning to think that I was the only one who believed in this.   I have always subscribed to telling the truth about the market and in our market the truth is that we still have buyers and they are buying at prices substantially less than most sellers are wanting.  We have a lot of what I call OPPAC's  (overpriced piece of c---) but most of what is selling is actually selling in the first 60 days.  I lost a listing this week because another agent bought the listing.  Losing a listing isn't fun, but the part that has me screaming inside is that the other agent listed it for $15,000 more than I know it will sell for.  In this case the seller has terminal cancer and I'm mad that the family is being used as a pawn and the limited time he has left is going to be stressful as he tries to get his wife settled. 

Jun 28, 2008 12:34 AM #66
Rainmaker
81,351
Christopher Ohlsen
Credit Werx, LLC. - Malone, NY

Bryant,

Honesty is the only way to go. However, I don't know if I agree with you with regard to whether it is ethical or unethical to use listings to attract buyers. I guess it would depend on what you mean by that. I do agree that if you are taking a listing as a listing agent just to attract buyers with no intention of actually selling that listing that you would be acting in an unethical manner... That is probably what you mean by it so I won't protest too much. However, as a mortgage professional I do use listings to get buyer clients. I simply help my Realtor® referral partners plaster their listings all over the internet and in some cases print media. the technology that I use to promote real estate is loaded down with lead capture. I always send the lead to the corresponding partner first but if that person is not interested in that listing after they have seen it I will still work with them to obtain financing on another property. In you expert opinion; is that ethical? I strive to maintain an honest work ethic so I hope that noone is offended by this practice. What's your opinion?

Jun 30, 2008 08:55 AM #67
Rainmaker
1,142,260
Bryant Tutas
Tutas Towne Realty, Inc and Garden Views Realty, LLC - Winter Garden, FL
Selling Florida one home at a time

Christopher, I see nothing wrong with that. I was referring to purposely taking overpriced listings just to get a sign in the yard and attract buyers while knowing full well the listing will not sell. Of course even this is OK if it is disclosed to the sellers.

Jun 30, 2008 09:15 AM #68
Rainer
63,280
Sonja Adams
Samson Proprties - Purcellville, VA

honesty is the best policy..even sometimes when it hurts...and it sounds like you can be brutally honest - lol!!!! Its a good thing though!

Sep 11, 2008 03:32 AM #69
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