Just as I was wondering what to blog about, one of the agents I train utters the words, "that won't work for my people". I was dumbstruck! You see, we had just finished discussing the importance of a buyer presentation and the elements of the presentation:
- A piece about yourself and why a buyer should work with you and how you work
- Agency representation
- How you get paid
- What the lender will require
- Getting pre-approved
- The home buying process
- Ratification to settlement
These are just some of the main topics I like to go over with a new buyer to make sure that we are all on the same page. They know what to expect from me and they know what they will be required to do.
After the training session this agent pulls me aside and says that while she appreciated the information, "it was a little too basic" for her clients. Her clients were "very sophisticated and this just won't work for them". I responded by saying that you should always tailor the presentation to your audience. "No, no, no", she says, "it just won't work, they've bought houses before and they know the process". So you're telling me that your clients don't need to know how YOU work. And, if they haven't bought a house in the past 3-5 years, the process and paperwork has changed. But she insisted a buyer presentation won't work.
Not only do I feel sorry for this agent's clients, but the agent is in for a rude awakening. I can only imagine the calls I'll receive when the transactions start going south because the client doesn't know what to expect and is disappointed with the agents' performance.
In all my years of training, I've never heard an agent say that a buyer presentation "won't work for my people"...really???
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