Yes, that is what I have heard a lot of Realtors tell me and it is the farthest thing from the truth! I have a large lead generating site I receive a lot of quality leads through. Since April of 2009 I have converted 4 buyer leads that originally logged on to my site and left a message they were working with another Realtor.
Just over a week ago I had my latest buyer lead do just that. She left a message she was working with another Realtor. I called her anyway and said; "I know you are working with another Realtor and I just wanted to know if there was anything I can do to help you with your home search?" In a surprised tone she said well why would you want to help me with my search when I am working with another Realtor? I responded by saying it wasn't about me but about helping her find a home, whether or not I benefited financially or not. This buyer then opened up and told me what she was looking for. I immediately sent her 37 listings from our MLS system with a nice message that said: "I hope one of these homes is what you are looking for and I wish you well in your quest to find your dream home".
Three days later this lead called me and told me she was not getting what she needed from her Realtor. She said she really appreciated the way I treated her and wanted to know If I would represent her. I agreed and Wednesday of this week I wrote an offer for this lead. As I said above this is the 4th lead in less than a year I have converted by showering them with "Kindness and information".
So many real estate trainers tell us to always ask a lead if they are working with another Realtor and if they are we are told to "Run Forest Run"! We are told to politely tell them they need to contact the Realtor they are working with. This is some of the worst advice we as Realtors have ever been given! What if the lead is not getting what they want and need from their Realtor?
Every human being wants to be treated with kindness and respect. No one wants to be ignored or judged because of a decision we have made and many of us can change our minds if we are given options that appeal to us more. We are in an "Information and Communication" era. If we can give that information and communication better than anyone else and add a touch of "Kindness" you just may be amazed at how many buyer leads may decide you are the Realtor they want to work with!
After reading many comments that are concerned about "Buyer Representation" let me tell you that many are not looking at the "BIG PICTURE"! Of the 4 leads I converted in the past several months 3 had not signed a buyer rep agreement and one had. The one that had signed the rep agreement went to the brokers office and obtained a full release! Also, look beyond one lead. If you give great information and communication and add genuine kindness who do you think this lead is going to refer their family and friends to? Yes, I cannot tell you how many people have referred me their family and friends to me over the years that purchased their home from another Realtor! Think about this: Many leads will say they are working with another Realtor but really are not because they don't want to be bothered. If we use my approach our chance of converting them just increased ten fold! Look beyond one experience or one event and look at the endless possibilities!
Try this and see just how many new leads you convert this year!