Don't Judge a Book by its Cover...

Real Estate Agent with RealWorks Residential Brokerage

Recently, a fellow responded to a letter my office had sent him regarding putting his house on the market. Our first conversation consisted of him asking me why my Brokerage is different than the rest. After a few pitches and a few days this guy finally comes down to the office to talk about "his situation" or whatever youd like to call it. 

When he arrived there was a full eclipse of the sun.

This guy is 6'4, easily 300 pounds with a  long red ponytail and beard. His outfit consisted of beat up camoflauge pants with an equally rough leather jacket and shades. This guy could easily pass for an extra on the Sons Of Anarchy, and thats before he opens his mouth.

After he begins speaking it appears as though his a shoe-in for the role.

This guy is serious and seriously intimidating...with a look on his face that says im skeptical and angry... and now he is in a small conference sitting across from me.


As we begin to talk I thank him for making the trip down to the office and we engage on an in depth discussion covering everything from how I can effectively market his house to how one time he ate a Volkswagen for breakfast. 

I am engaing him in a way I know he wants to be engaged and frankly he takes a liking to me because I can level with him face to face....he can relate to me. Clearly he is searching for help and I know that he would feel most comfortable working with someone who can be a friend figure and not a mother or grandmother figure (no offense).


In certain situations clients may percieve a certain image from me and would stereotype my real estate service...And thats ok by me because the flow goes both ways. If a much older couple feels my at rest working with someone their age then I completely understand that. Of course had they had a chance to hear my pitch they would have been interested, but I digress..

The point is that this extremely scary dude, who I took the time to get to know, is coincidentally an investor who has an extremely lucrative real estate portfolio. He has been searching for a Broker to  represent him in pending investments and already has several properties he is looking to list immediately.

Sure he looks like a biker. Yes you would never think that this is the type of guy who does what this guy has done.

This is why as Realtors we cannot judge a book by its cover. You would be suprised who has the resources to back up what they say and who does not. Everybody is a candidate in my mind until proven otherwise. This is still a people business and a potential client we follow their gut feeling regarding whether or not an agent is the right fit for them.

Lets be fair!

Have a great Weekend Everybody!

Comments (7)

Ed Newton
RE/MAX Prestige Real Estate - Westborough, MA

Sound advice. My business partner is 40 years my senior and one of the reasons we appeal to so many is because our difference in approach. He is more traditional. Where as I'm more about the latest and greatest. Oddly enough. He does better with the middle aged clients and I do better with older clients. Who knew!? like you said you can never judge a book by its cover...or you might just be missing out!

Dec 10, 2010 08:54 AM
Carlos A. Fernandez
Zephyr Real Estate - San Francisco, CA
Bernal Heights/San Francisco

giving everyone a fair chance is all we can do, judging a book by its cover can equal to missing out on a good clients and a great experience in helping someone out with one of the most important purchases of their life! 

Dec 10, 2010 08:55 AM
Doug Peveto
Tempe, AZ

Well said! This is true on all facets of business.  Every client creates a potential opportunity and it is our responsibility to provide them with the best experience possible.

Dec 10, 2010 09:03 AM
Gerard Gilbers
Higher Authority Markeing - Asheboro, NC
Your Marketing Master

It was wise to talk to him regardless of how he looked. At first, I guessed he was a Vietnam vet! I would guess he was probably a hands on investor that came from a house he was looking to buy. Looks can be deceiving as to what is inside, which it is wise to meet in a safe place the first time. 

Dec 10, 2010 09:06 AM
Ellie Penaranda
239.776.5077 Downing-Frye Realty - Naples, FL
Naples Florida Real Estate - Waterfront & Beach Co

Jeremy, enjoyed your post and I agree with you on points made.  However did I just walk into a men's club?  Thanks for sharing. 

Dec 11, 2010 03:12 AM
Bob & Leilani Souza
Souza Realty 916.408.5500 - Roseville, CA
Greater Sacramento Area Homes, Land & Investments

Very true, Jeremy! In my personal experience, the wealthy people who I've come across seem like "regular" people...actually, the last two that come to mind typically wear jeans and both drive pickup trucks. :)


Dec 11, 2010 08:36 PM
Nick Tukmanian
RealWorks Residential - Colts Neck, NJ

Excellent post, love it.

Dec 13, 2010 12:55 AM