Pointing at Production

By
Real Estate Agent with RE/MAX Top Properties

Heard an interesting question in regards to an agent going after an expired listing that sparked light debate/ conversation between a couple of agents (I won't say whose opinions are whose to keep it light and the dialog flowing). The question:

"Would it be cuth to tell a prospective seller that their just-now expired listing agent hasn't sold a listing in 40 months?"

Now, for discussion purposes, we'll assume that the statement is the truth and we're dealing with fact, not lies of any sort....I think we all know that to be wrong and despicable. But if it's the absolute truth that the just-expired-with listing agent has not sold a listing in 40 months, a property of any type in 27 and has only closed 9 transactions in the past 5 years (and none in the city this is located) is it something to bring up unsolicited?

Here are a couple of the answers I heard the question/ follow-up discussion bring:

  • No!!!!!!!!
  • I wouldn't put that in a letter, I'd be more inclined to say that in person. In letter I would be afraid they would show someone and possible problems with that. In person I would say no worry.
  • Don't pick on 1 person.
  • Better to say what you will do to get it sold. Not prove their agent was the wrong agent. They already know that, right?
  • Is it wrong to point out other agent's or brokerage's production? Don't we do it all the time in numbers and graphs?

I think this falls more under an issue of etiquette than ethics and I will explain my thoughts after I hear yours, so in the meantime I ask you:

Customers, sellers and casual readers: What are your thoughts? Do you want the second agent through to point those things out to you?

Agent friends: What do you think? Would you do that? Would you be afraid to? Do you think it's right or wrong....or just part of a competitive business?

Discuss.

Posted by

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Jim Ludes is a REALTOR with Century 21 Coleman-Hornsby in Grundy and Will County, IL. If you have a question about real estate that he might be able to help with, email him at Jim@JimLudes.com or call/text at 815-712-7786. If you'd rather observe from afar or become friends first, check him out at:

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Rainmaker
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Ross Quintana
Real E Smarter - Spokane, WA
Real E Smarter Real Estate Coach - 509-362-1966

I would use the average agents numbers if you can't beat the average numbers you should let the seller call someone else. On the other hand if you thought they might list with them again and were competing for the listing I would simple tell them to compare the numbers or ask the agent how many homes they have sold in the last 9 months.

Jan 06, 2010 07:24 AM #1
Rainmaker
262,129
Christianne O'Malley
RE/MAX Realty Affiliates - Reno, NV
Exceptional Service - Delivering Results in Reno!

Very interesting questions posed here. I just had an agent speak with some clients that I have a listing with (and we're under contract as a short sale) and the other agent (who sold them the house) 'fibbed' shall we say, telling my clients that essentially he was still selling their sized homes at full asking price ($100,000 over where the resale market is moving).

It was completely untrue. I had the option of telling my clients. Well, heck, let's ask him to buy it back (no matter we already have a buyer) and then he can flip it and make a quick $100,000. Why wouldn't he want to, right? Instead, I printed MLS stats and showed them in black and white that he was being dishonest.

In my opinion, I would never go there initially, but I would have no problem at all demonstrating facts to clients. They deserve the truth and nothing less. Printing out a copy of the previous agent's production is exactly how I'd address it. It's honest and speaks for itself.

Jan 06, 2010 07:24 AM #2
Rainmaker
3,978,939
William Feela
WHISPERING PINES REALTY - North Branch, MN
Realtor, Whispering Pines Realty 651-674-5999 No.

Bashing another agent doesn't put you on top.  showing the client or potential client hard facts about the property they are selling or buying is the best way not to look real stupid in the long run.

Jan 06, 2010 07:38 AM #3
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Jim Ludes

Grundy/Will County, IL REALTOR
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