Don't Go Unprepared!!

Real Estate Agent with Pat Bennett Realty MA 9508945 NH 059297


I'm writing this for some of the Newbie's who might find themselves in a similar situation.  I thought I could wing a presentation because I had been working a full time position out of need.  I tried desperately to keep up with special classes and those needed to retain my license.  My weekends were devoted to keeping up with e-mail and marketing any way I could plus trying to develop my own website. all caught up with me and when I received a call for a listing I was overjoyed to say the least.  Although the forty hours I put in during the week was streneous, I felt I was up to the task of getting together a verbal presentation and a reasonable price for the home in question.

The introductions were pleasant and we settled down to business with his history of the home and his children.  By the way, I got the listing through sending out letters to expired homeowners.  When he thought he said enough he walked me through the home and again we settled down to talk.  His first question was how much was charged for the transfer tax?  Being that I hadn't done a closing yet, I racked my brain to remember what it was.  I gave him the wrong answer and that was one down for me. That was the least of my troubles.  When he asked for the cost of our commission, he came write up in my face with a scowl repeating the percentage I gave him and frightened me half to death.  His wife was quietly sitting by and said nothing; I think that came from years of training.  When he sat back in his chair he asked what I did to earn that commission, and believe me it was reasonable.  I was so awe struck I couldn't think, all I could do was blurt out "We spend a lot of money on travel."  "You mean to tell me that I'm going to pay you this commission just for cost of gas?"  He got over that one but what really did it was the price I gave him for the house.  He was beside himself sputtering out that I was way off the mark and so on and so forth.  Believe it or not, that was the one thing I got right.

I knew I was in trouble but, I didn't expect him to blow his cool altogether.  He abruptly said "I want you to leave my house, I don't feel comfortable with you".  Though inside I was shaken up, I tried to show him he didn't ruffle my feathers.  When I calmly stood up to gather my things, he said he thought I was one he had interviewed at another time.  I realized that this man would be difficult with anyone even though I was a bit unprepared.  His wife finally approached me trying to apologize for him and I told her not too be too concerned.  In spite of the fact that I did not have the answers he wanted to hear, I would have been there for him all the way by making sure all the basis were covered.  It was a good lesson though and I learned that you can't do something halfway, it doesn't pay.

Comments (5)

Ken's Home Team LLC. | 360.609.0226 | Portland, OR & Vancouver, WA Real Estate Team
Ken's Home Team LLC. - Vancouver, WA

Ann, Yes you need to go into a listing presentation starting the day before the meeting.  I always drop off a prelisting packet the night before, that way they had some info.  I also spend 5 hours per week going over scripts.

Jun 30, 2010 01:54 AM
Lottie Kendall
Compass - San Francisco, CA
Helping make your real estate dreams a reality

Hi Ann -- whew, that was tough! You'll be ready the next time, I'm sure.

I used to do a lot of role playing with other Realtors and family members, too. I hated doing that, until one time at a listing presentation when some tough question was asked and I heard my answer flowing out smoothly. Then I really understood WHY I was spending time on role playing.

Jun 30, 2010 01:56 AM
Ann Gravel
Pat Bennett Realty - Plaistow, NH

Hi Ken, believe me I have come a long way since then.  Thanks for your input.

Jun 30, 2010 01:58 AM
Ann Gravel
Pat Bennett Realty - Plaistow, NH

Lottie I got off to a bad start with my first agency, not through any fault of my own.  I now have a command of my presentations and I'm firing on all cylinders.  Nice hearing from you.

Jun 30, 2010 02:00 AM
Dorothy Tanno
ReMax Realty 9 - Jackson, NJ

Ann, I could sense the way you were feeling from your words.  Absolutely do not go unprepared.  When you are asked a question that you don't know the answer to, simply make a note and tell them that when you have more information you will be happy to give them the answer, don't bluff.  I wish you better luck on your next appointment.

Jun 30, 2010 02:01 AM