Jakes Sells a House... or two

Education & Training with Sell with Soul

Let's see how Jake is doing.

In case you're just joining us, read about Jake here and here.

About a week after Jake sent out his respectful, interesting, non-salesy letter to his SOI, he got a call from Sam, his old boss's assistant. Sam's grandmother was moving to town and would be looking to purchase a one-story, ground level condominium near Sam's house. Could Jake help?happy

"Heck yeah!" Jake exclaimed. And he did. He helped Grandma find the perfect handicapped-accessible condominium, negotiate a good price for it and get her to the closing (literally -- Grandma doesn't drive!). Grandma loves Jake - he's such a nice young man.

Sam was also thrilled with Jake. Sam knows a lot of successful real estate agents, but was afraid his grandma would get lost in the shuffle of a Top Producer's busy schedule. He was pleasantly surprised at how attentive Jake was to Grandma. He treated her like a queen.

Sam told everyone he knew what a good job Jake did.

Six weeks after he received the call from Sam, he has his first commission check in his hand for $4,236. Jake and the Missus celebrate in style.

During this same time period, Jake and his wife met a young couple (Jim and Patricia) at the wedding of a mutual friend. Jake was riding high that day, due to the successful negotiation of Grandma's condo inspection. Enthusiasm was oozing from every pore.

They found themselves chatting comfortably with Jim and Patricia about this and that. Of course, the conversation naturally turned to careers and when Jim asked what Jake did for a living, Jake beamed and said:

"I'm a real estate agent!"

Well, wouldn't you know it, Jim and Patricia were just starting the process of looking for an investment property; maybe two! They had been working with an agent, but the guy was... well... kind of blowing them off. They weren't happy with him and hadn't signed any exclusive agreement.

A week later, Jake took Jim and Patricia out to look at investment properties. No luck, so they went out again. Didn't find anything this time either, so they kept at it. It took ten trips to find the perfect investment property. They put it under contract and closed 30 days later.

They commented that most agents would have given up after the first three trips with no offers made, but Jake hung in there. 

Two months later, Jim and Patricia contracted for a second investment home, one they found themselves online. But because they were so impressed with the effort Jake made in helping them the first time around, they called him in to represent them in the sale. 

Jim and Patricia told everyone they knew how awesome Jake was.

One day, Jake received a call from Kenny, his wife's massage therapist who knew about Jake's new career from his casual conversations with Jake's wife during her massages. Kenny's lease was almost up and he had just been pre-qualified to purchase a home. He asked if Jake could help him out.

"Of course!" said Jake. And he did. They found Kenny a wonderful little Tudor home on the fringes of a killer neighborhood.

It was a struggle at first because Kenny's eyes were bigger than his pocketbook and he insisted on looking smack in the middle of one of his city's most expensive areas. Jake did his best to find homes that met Kenny's needs for location, features and price, but it simply wasn't possible.

However, Jake waited patiently for Kenny to realize the truth on his own... that Kenny couldn't afford the location he wanted just yet. As soon as Kenny figured this out (without Jake beating him over the head with it), he happily shifted his focus to other, more affordable neighborhoods. (Jake, by the way, was happy to take this opportunity to improve his knowledge of the market, always a good thing for a new real estate agent.)

Kenny really appreciated the fact that Jake hung in there with him while Kenny did his own soul-searching, which allowed him to reach his own conclusions on what he could afford.

Kenny told everyone he knew what a great real estate agent Jake was.

Meanwhile, Grandma isn't feeling so good. Unfortunately, it looks as if she may have to consider moving to a nursing home in the near future. Sam calls Jake for advice. Jake immediately does some research and determines that the market in Grandma's area hasn't appreciated much since she purchased her condo. Jake is honest with Sam and advises him to consider renting out the condo for a few years until the market improves.

Sam told everyone how honest and responsive Jake was.

Patricia's brother, Paul, has fallen in love with a woman he met online and is moving to Las Vegas. Patricia urges him to call Jake to discuss selling his bachelor pad. Jake lists the loft, and also arranges to refer Paul to an agent in Las Vegas. Ka-Ching! A $1,200 referral fee for a simple phone call!!!

One sunny Sunday afternoon, Jake and his wife take the pups to the dog park. Jake strikes up a conversation with a fellow dog-owner (Steve) and finds out that Steve just moved to town and is living at an extended stay hotel until he buys a home. And he doesn't have a real estate agent yet... AND... he fancies the neighborhood that Kenny couldn't quite afford! Since Jake had spent the last month looking at homes in that neighborhood for Kenny, he was able to speak intelligently to the buyer prospect about the inventory there. Eleven weeks later, Jake received a commission check for the purchase of Steve's $800,000 house.

How do you think Jake is feeling about his real estate career these days???

It just gets better... stay tuned.





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Show All Comments
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul
Jake doesn't have time to listen to the naysayers! He's having a blast. Selling real estate is FUN!
Sep 23, 2007 06:45 AM #9
Karen Rice
Davis R. Chant, REALTORS - Hawley, PA
Northeast PA & Lake Wallenpaupack Home Sales
How very exciting for Jake!  I love this series, Jennifer!
Sep 23, 2007 06:56 AM #10
Brett Noel
Keller Williams - Paso Robles, CA

Tapping into your sphere of influence. One of the most neglected areas of a real estate agents portfolio and yet the most profitable.


Great Post

Brett Noel / Success Coach "Creating Millionaires one agent at a time"

Sep 23, 2007 06:56 AM #11
Lisa Hill
Florida Property Experts - Daytona Beach, FL
Daytona Beach Real Estate
I need to take a lesson from Jake on letting the buyer who couldn't afford the office he wanted, figure it out while Jake kept showing him stuff he didn't want. I'm definitely not that patient!
Sep 23, 2007 07:33 AM #12
Robert Huntsinger
Empire Realty - Upland, CA
Empire Realty Upland, CA - Full Service at a Discount

OK, Is Jake ever going to get tainted and start golfing more and blowing people off?  Will he shoot JR?

Take care!


Sep 23, 2007 08:21 AM #13
M. Suzi Woods (Gravenstuk)
NOW Sharing the life and spice of the GC one day at a time - Grand Canyon, AZ
Suzi Woods, Prior Independent REBroker in MS
 , REgards
Sep 23, 2007 09:48 AM #14
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Robert - HA! Wait and see...

Lisa - Yeah, I know, it's hard. But I really think it's an important part of the process for a buyer and as a fabulous buyer agent, we should try to deal with it. Especially a new agent who needs practice anyway. 

Brett - Amen. The problem is that most agents don't really understand SOI and they sabotage their own well-intentioned efforts... then declare that "SOI doesn't work!!"

Sep 23, 2007 11:00 AM #15
Michelle Miller
Sandi Latimer Realty - Woodstock, GA
Go Jake!  LOVE the story. Can't wait for the next chapter!
Sep 23, 2007 12:42 PM #16

This story is so right in how new agents take care of old buyers.  Those of us who have been in the business a long time absolutely frown when someone says they want to look at houses but won't buy until they sell theirs first.  Gad!  Who wants to find them a house and then they want to buy it with a "contingent upon the sell of my house".  They will probably want too much for it.  So we oldies have a tendency to blow them off.

The newbies have nothing better to do.  They are so energetic and eager to learn.  The newbie hauls them around town and sells them something!  Newbies also sell their relatives and their relatives' friends.  I have a saying.  Everytime someone new comes into the business we lose a customer or two or three or four.  I operated this way when I was new so I completely understand when I see thousands of dollars in commissions going to newbies!

Sep 23, 2007 01:17 PM #17
Christina Bennani-Persechini
Keller Williams Realty Boston North West - Lexington, MA
Realtor - The House For You
Thank you for sharing your great attitude and enthusiasm!
Sep 23, 2007 01:25 PM #18
Joan Whitebook
BHG The Masiello Group - Nashua, NH
Consumer Focused Real Estate Services
It is amazing how things work.  There are so many we people are connected that you can't even anticipate.  I enjoyed how this reforced my own beliefs.
Sep 23, 2007 02:30 PM #19
Minnesota Home Staging Firm, Minnesota
Minnesota Home Staging Network~ MN's Top Home Staging Firm - Inver Grove Heights, MN

So happy for your Jake...er Jennifer Allen (Kelly edwards?) Is that how JAKE came about - just guessing :)

Great blog...and love your style!

All the best,


Sep 23, 2007 04:29 PM #20
Bob & Carolin Benjamin
Benjamin Realty LLC - Gold Canyon, AZ
East Phoenix Arizona Homes
Always love your post. Am waiting for more.
Sep 23, 2007 05:28 PM #21
Tracy Santrock
Fonville Morisey/Santrock Realty Group, Inc. - Cary, NC
Raleigh - Cary Realtor/Broker In Charge
glad to hear Jake is progressing in his career and even making a few sales...i'll stay tuned for the next chapter..As the Real Estate World Turns..
Sep 24, 2007 01:00 AM #22
Mary Shelsby
ReMax Realty Group - Rochester, NY
Wow, maybe I'll learn a thing or two from Jake!
Sep 24, 2007 04:44 AM #23
Chris Tesch
RE/MAX Bryan-College Station - College Station, TX
College Station, Texas Real Estate
Sounds like Jake is a posterchild for viral marketing!  Even his enthusiasm is catching!
Sep 24, 2007 01:36 PM #24
Chris Tesch
RE/MAX Bryan-College Station - College Station, TX
College Station, Texas Real Estate
Sounds like Jake is a posterchild for viral marketing!  Even his enthusiasm is catching!
Sep 24, 2007 01:36 PM #25
Cheri Smith
Prudential Gary Greene, Cypress TX - Cypress, TX
Realtor Prudential Gary Greene
great story! He sounds like he's on his way to being very successful in his RE career.
Sep 25, 2007 02:41 AM #26
Paula Henry
Home to Indy Team @ HomeSmart Realty Group - Avon, IN
Realtor - Indianapolis Real Estate - 317-605-4174
Jennifer - I love this Jake series and knew it had to be you. The story is captivating and sure to make every agent believe they too, can be a Jake!
Oct 01, 2007 02:20 AM #27
Debra Kukulski, Broker Associate
RE/MAX Suburban - Cary, IL
SRES;SFR,CDPE;GRI;ABR;e-PRO Realtor, Northern IL

Jake has to be feeling GREAT and loving being a Realtor more every day!

Jul 15, 2008 03:36 AM #28
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