What were you thinking telling me the truth?

By
Real Estate Agent with Century 21 Gold

I received a phone call yesterday from someone who hit a stealth site we set up for foreclosure information. One of my agents had called him when he entered his contact information, but hadn't followed up since. I scoop up all of the leads my agents mark dead and send them a weekly email about what is going to foreclosure auction and what my opinion is whether or not I would make the investment. I always add a disclaimer that it is only my opinion and they should do their own research. I use a lot of stats and humor to entertain myself as much as the clients.

Back to my newest customer... He starts out our conversation complimenting me on the commentary I provide and how he looks forward to getting my email each week. He then asks me why I am so brutally honest. I was taken back a bit, and asked him if he would prefer I lied. Of course not, but as he explained his discussion with other Realtors in our market, he was definitely befuddled. It seems the other Realtors he was talking to either had their heads buried in the sand or didn't understand the current state of our market. Most of the properties going to auction in our area are second homes and have been the family ATM for at least one additional loan. They are not good deals and more often than not, I recommend letting the bank take the property back. I tell it like it is. We started talking about his home and why there are so many homes on the market in his neighborhood. I pulled his home up on the MLS and told him exactly what I thought his home would sell for in the next couple of months. He was quiet for what seemed like forever and slowly he said he would be happy to get that amount. WHAT? Everyone always wants to price their home at some insane price!

As we hung up, he asked, "What were you thinking telling me the truth?" "Simple" I replied, "I wanted to earn your business and the only way I know to do that is to tell you how things really are, not how you would like them to be."

Once I have the signed listing contract, I will post it out here for you to help me sell.

Honesty works, try it!

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Rainer
36,101
Virginia OnullConnor
RealtorĀ®, Photographer, Artist - Temecula, CA
Realtor - Temecula, Anza, SoCal

I feel the same way, Kevin. I think I lose clients doing that, but then, if they don't want to see reality, what is the point of wasting time with them in the first place.

What is the point of collecting unsellable listings? I was honest with the seller. She didn't wish to hear it. Some people appreciate honesty and others are offended by it. I refuse to lie or puff a property just to get a listing.

 

Sep 16, 2010 05:08 AM #1
Rainer
18,786
Kevin Smits
Century 21 Gold - Frisco, CO

Exactly Virginia. You are going to lose one or two listings, but eventually people are going to see that your properties are selling alot faster and closer to asking price. Those are great stats to be able to throw at future listing presentations. The snowball effect starts to kick in at that point and all of a sudden you have a nice inventory of properties priced well and SELLING! Good luck and thanks for the comment...

K

Sep 16, 2010 05:42 AM #2
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Rainer
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Kevin Smits

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