The caller wanted to see one of the company's listings, but she wanted an appointment that day, 30 minutes after our office closed. The floor agent did not want to work that late and offered the phone call to me. I now have a very nice listing, another deal under contract, and the prospect of yet more business--all from that showing.
The listing the caller wanted to see was not mine, but I knew that the owners needed to sell. The caller was impatient and even demanding, having already left unanswered messages for the listing agent, who was out of town that day. More than anything, I did not want the sellers or the listing agent to lose a potential sale, and the floor agent was about to put the caller off again.
I showed that first house to the caller sort of as a personal challenge. Could I change her mind and convince her to choose me as her agent, rather than the one she had in mind (she did not have an agency agreement)? You know, I was exercising my persuasive muscle a bit. This is a sales business, after all.
If a salesperson never has to face a sales challenge, she will not grow; so I decided to take a chance and lengthen my work day that rainy day back in September.
At first, you see, she just wanted to "look at" a specific house and made it very clear to the floor agent that she already had another agent in mind if she liked that house. I understand the floor agent's reluctance, but the fact remains that the caller represented a business opportunity.
I did not sell that house, but I became acquainted with the caller. The person with whom I am under contract is a family member of that "looker" who sounded like a dead-end floor call. Not only did I eventually list the caller's house, but I also was able to meet other members of her family, two of whom have real estate needs. I will be getting a commission check in January because of it. As I continue to work with the extended family, more commissions may follow.
I put on my bright, cheery face and went out on a cold lead that day. Try it, every once in awhile, instead of waiting for the perfect lead. You might strengthen your own persuasive muscle and dampen your inner diva.
This real estate business is about serving client needs, but first you have to sell yourself, if you are going to get the business. A lead is a precious thing to be valued and cultivated. That's the sales aspect of the business, so put on a smile and challenge yourself.