Broker Bryant has a serious 'tude!!!

By
Real Estate Broker/Owner with Tutas Towne Realty, Inc and Garden Views Realty, LLC BK607690

 Hi folks. OK my post today was sparked by Jennifer Allan's post "What Your Sellers May Not Know......but need to." If you haven't already read it, take a minute to do so, as it is very good. Jennifer is briefly touching down on a mistake she had made by assuming that an experienced Seller knows all about the selling process. Jennifer and her partner made the decision to.....well here's what she wrote:

"We didn't want to insult his intelligence by boring him with all the details of having a home on the market; we figured if he had a question about the process, he'd ask."

Well, it turned out that he was not as informed as Jennifer had assumed and it create unnecessary stress and confusion for the Seller.

By the way, Jennifer Allan is a very smart REALTOR®. She is also a trainer, consultant and a published author. In fact I just received her book "Selling with Soul" in the mail today and I'm really looking forward to reading it. One thing I have learned, in my 13 year real estate career, is that we will NEVER know everything. Real estate is a learning process. We all make mistakes. The key is to learn from our mistakes and to learn from each other. Even though I feel I'm pretty smart when it comes to real estate I'm sure I will learn something new from Jennifer's book. Sometimes it's something as simple as a new way of looking at things.

OK, enough of my book plug for Jennifer. Go to amazon.com and buy her book. I'll be back in a week or two to post my book review. Jennifer, I promise to be nice.

Here is the comment I left on Jennifer's post:

"Jennifer when I meet with experienced Sellers I tell them that I'm going to just start talking about the process and ask them to stop me if they feel they already know something. They NEVER stop me. I agree completely it is our job to make sure our customer/clients know the process. In fact the majority of my listing presentation is talking about showing procedures, contract negotiations, inspections and getting to closing. My assumption is that I already have the listing so my job is now to educate. It also keeps the Seller focused on the end result and not whether or not to hire me. I hire myself as soon as a potential seller calls me. Does that make sense?"

Folks, read my comment carefully. It contains the key to my success at taking listings. And that key.....is attitude. My attitude, from the moment a potential Seller calls me, is that I'm hired. I don't spend time at a listing appointment selling my services. My time is spent doing my job as their Broker. And my job is to educate them on the selling process, market conditions and pricing. My entire presentation is based on the assumption that the listing is already mine. In fact, when I go to a listing appointment I'm going over to place the property on the market NOT to sit through a REALTOR® interview. This is a mindset that I've always had and it works.

And why shouldn't I have that attitude? I'm very good at what I do. I know my market inside out and I'm the best person for the job. I know what your thinking, "Broker Bryant that sure is cocky." The reality is, that it's not cocky at all, it's confidence. There's a big difference. To me, I would be doing THEM a disservice if they don't list with me. I have many years of experience and knowledge and I know that if their house can be sold then I'm the one that will get it sold. I also know that I will look out for them and make sure that things go as smoothly as possible. If I know these things to be true how could I have any other attitude? I can't.

Folks, next time a potential Seller calls you, hire yourself. Then, don't go over to interview for the job, go over to start working. Just jump right in and start educating your new customer/client. Then when you are done have them sign the listing agreement. If you approach your listing appointments with this attitude it WILL work. Confidence is contagious. If you exude confidence in what you are doing they will have confidence in you. Taking the listing will be nothing more than a technicality.

So, there you go, a new way of looking at things. How's it look?

Picture is compliments of Bob Carney. Thanks Bob!!

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Comments (105)

Fran White
North Kansas City Real Estate, Reece and Nichols Residential - Kansas City North, MO
Kansas City North Real Estate, 816-682-3897
 I love your way of thinking that you are already hired.  I've never really thought about it that way, but it's a great look and I think I'll start wearing it!  (as long as it doesn't make my butt look big)
Sep 14, 2007 02:50 PM
Jolynne Photography, Creative Wedding Photography, Family Portraits, Bar Mitzvahs
Jolynne Photography - Hemet, CA
Bat Mitzvahs, Senior Pictures, Event Photography

BB, I love the "stop me if you've heard this one before" script you use with sellers.  That's an easy one for us all to amend and use in any stage of the process.

It's funny how most of what we do in sales is education..and that people still think of it as arm-twisting.

Thanks.

Sep 14, 2007 03:41 PM
Bryant Tutas
Tutas Towne Realty, Inc and Garden Views Realty, LLC - Winter Garden, FL
Selling Florida one home at a time

Good morning everyone. From reading all of these comments it certainly seems we are all on the same page. So let's see here:

  1. Know your market inside out.
  2. Build trust with your potential customer/clients.
  3. Present your self with confidence.
  4. Educate, educate, educate, educate.
  5. Assume the listing is yours and go to work.

Sounds like a game plan for success.

OK JR asked me how many "units" I do. JR I am by choice a small time broker in a small market and I work out of my house by myself. I don't judge my success by the amount of "units" that I close. BUT since you asked, my goal is always to close 3-4 properties a month. Some years I do better and some years I do worse. This past June was the first month in 13 years where I did not have a closing. I've never had less than 30 closings in a year and I've never had more than 70. This year I've had 20 thus far but expect to finish strong. 

Sep 15, 2007 12:19 AM
Nick and Joslyn Solomon
Century 21 Moline Realty - Cambridge, MN
The Solomon Team - Century 21 Moline Realty, Inc.
Broker Bryant - Those numbers are nothing to sniff at!  (I do come from a small town, though, where our top producer closes 30-40 a year.)
Sep 15, 2007 02:14 AM
Susan Milner
Florida Future Realty, Inc. - Cape Coral, FL
Cape Coral Real Estate Broker, FloridaFutureAgents

This is so critical. I've made the mistake once or twice with some customers who appeared to 'know it all' & I didn't want to offend. Ended up they didn't 'know it all'. I now go through it with everyone. Even if they do know most of it, it shows them that I know it too - which is always a plus - especially since I look younger than most agents & need to build credibility. 

With the market the way it is now. Everything needs to be explained. I learned from YOU to explain to my sellers AT the listing appointment that with the financing the way it is we may have deals fall apart that once looked good. Having them prepared for this possibility - outside of our control - makes coming back to them much EASIER. I lost a couple earlier in the year after a buyer couldn't qualify - now they stick with me after the fact!

Sep 15, 2007 03:42 AM
Jennifer Monroe
Savvy + Company Real Estate - Charlotte, NC
Real Estate REALTOR®/Broker in Beautiful Charlotte
Confidence works for me as well. It's like dating, I just assume they adore me and often forget I'm still auditioning. Excellent perspective. I feel a little less strident now.
Sep 15, 2007 04:57 AM
Brandon Causey
Coastal Palmetto Realty LLC - Loris, SC
Realtor, Coastal Palmetto Realty LLC
Thanks for the response....I appreciate all your help.
Sep 15, 2007 06:53 AM
Bryant Tutas
Tutas Towne Realty, Inc and Garden Views Realty, LLC - Winter Garden, FL
Selling Florida one home at a time

BROKER Susan, That's excellent!!! You should never lose a listing because a deal kicked. In fact some of my best sellers, for referrals, have been ones where we had 3 or 4 kick in a row!!! It's all about keeping them informed and in the loop. That way they know you are doing everything you can and they will stick with you until the job is done. It's so much easier to keep a listing than it is to replace them.

Joslyn, Thanks for stopping by! I am the top agent in my market. The top agent in my county though does a lot more business than I do. But that's OK. I'd much rather be at home working on my tan:)

Jennifer, I like that "they adore me". That's the way it should be. Being likable is a HUGE asset in our business. In my opinion it trumps all. Of course then you still have to get the job done.

No problem Brandon. I hope it worked.

Sep 15, 2007 08:06 AM
Katerina Gasset
Get It Done For Me Virtual Services - Wellington, FL
Get It Done For Me Virtual Services
Bryant- What a great post. Great minds think and do a like. Time in the business is an advantage and we use it. Like you, we get most of our listings right over the phone. When we go to look at the property we are just taking care of the details of signing the listing. But that phone call is about them. And then when we hear them out we take over with the process and what has to be done and we are on our way! I could not have said it better myself. Confidence and attitude is everything. Katerina
Sep 15, 2007 12:21 PM
Nick and Joslyn Solomon
Century 21 Moline Realty - Cambridge, MN
The Solomon Team - Century 21 Moline Realty, Inc.
*Dreams about the days when she can be her own broker from home and work on her tan...*
Sep 15, 2007 03:45 PM
Luba Muzichenko
Zephyr Real Estate - San Francisco, CA
Realtor - San Francisco
Before I became a realtor, I approached ever interview as though I had the job.  I got an offer for every interview I went on.  And yet, I try the "no pressure" approach by telling sellers that they don't need to sign right away.  They can think about it.  But it's about time I tried a different approach.  Thanks for the advice!
Sep 15, 2007 11:32 PM
Anonymous
Anonymous
First of all, it is so true that there is always something new to learn everyday. I find that just reading blogs here on AR will give me something to walk away with for the day, whether it's information or just an idea. And Yes! Attitude is everything! If only more people could truly believe this. When you go to a listing appointment, the seller wants to be confident that you can get the job done. If you don't believe in yourself, why should they?
Sep 16, 2007 02:15 AM
#97
Debbie Johnson
REMERICA United Realty - Novi, MI
Novi, MI Real Estate Professional

First of all, it is so true that there is always something new to learn everyday. I find that just reading blogs here on AR will give me something to walk away with for the day, whether it's information or just an idea.

And Yes! Attitude is everything! If only more people could truly believe this. When you go to a listing appointment, the seller wants to be confident that you can get the job done. If you don't believe in yourself, why should they?

(oops, I had submitted this and wasn't logged in.  Sorry for the duplicate)

Sep 16, 2007 10:47 PM
Bryant Tutas
Tutas Towne Realty, Inc and Garden Views Realty, LLC - Winter Garden, FL
Selling Florida one home at a time

Hi Deb, There is a wealth of information here on AR. This place is awesome!!! Confidence is contageous.

Hi Luba, Try this..."Why don't you guys think about it. I'll sit over here and wait" :)

Joslyn, It is a nice benefit of being in the business for awhile and being your own boss.

Katerina, I think we must be related:)

Sep 17, 2007 11:49 AM
Joyce Heffner-Williams
Keller Williams Clients' Choice Realty - Monument, CO
Owner/Broker/EcoBroker - Monument Real Estate
I like your approach...
Sep 20, 2007 04:37 AM
Arizona Real Estate Associate Broker
MR Realty - Mesa, AZ
Great advice, I like the attitude, spot on. Still searching.....
Feb 08, 2008 11:40 AM
Debe Maxwell, CRS
www.iCharlotteHomes.com | The Maxwell House Group | RE/MAX Executive | (704) 491-3310 - Charlotte, NC
The right Charlotte REALTOR!

I recently had a client who was AMAZED that I was so 'bold' as to bring the listing documents (completed, of course) to the listing presentation when they had specifically told me that they were interviewing several agents!  I got the job on the spot!  TUDE RULES!

Debe in Charlotte

Jun 27, 2008 08:50 AM
"The Lovely Wife" (Broker Bryantnulls Wife) The One And Only TLW.
President-Tutas Towne Realty, Inc. - Kissimmee, FL

Okay...

So you have a tude. Go eat a Brownie treat and forget about it :)

Woof :)

TLW...ROAR!

Jun 27, 2008 09:45 AM
Maya Thomas, Broker
Tampa, FL
Please see my client recommendations.

You are a great writer.  I love your topics.

Jun 27, 2008 11:43 AM
Jen Olson
First Weber Group Realtors - Marshfield, WI

Another great post!  I have always stressed about listing appointments, though recently I think that I have gotten past that a bit.  As anyone in my office will tell you, I do not market for listings, as I have built my business on buyer representation.  I do have to say that as I begin my leap into the listing world, reading all of your great posts on the topic is not only giving me additional tools/thoughts on the subject, but you, and all of the wonderful people on AR that have great comments, are actually making me excited about it!! Thank you, Broker Bryant, and thank you fellow Active Rainers!!!

Jun 27, 2008 04:03 PM

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