Say What You Mean and Mean What You Say

Real Estate Agent with RE/MAX Professionals, CT 203-206-0754 REB.0759001

Say What You Mean and Mean What You Say

I had a closing today that I can attribute directly to an ActiveRain blog post and an agent that lost focus on their purpose, but first the whole story.

I received a call from a potential client asking for a free market analysis. The caller had placed a few calls to other agents and when she explained that she was trying to sell the family home and had a buyer but needed to know the value of the home. She really needed an appraisal but was going about it the wrong way. The agents she had talked to all told her they would provide the market analysis but charged for that service if they didn’t get the listing.

I asked the caller how they managed to find me and was told that it was from a blog post on a condo development for Active Adults. They explained that they were looking for a condo for their mother so that she would have an easier lifestyle and then would sell the house.

As the culmination to the story, we closed on the condo, and I will get the listing on the house.

 When we offer a service, we should provide the service with no conditions.

Say What You Mean and Mean What You Say



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Ed Silva  RE/MAX Professionals,  203-206-0754


Re-Blogged 1 time:

Re-Blogged By Re-Blogged At
  1. Hannah Williams 06/19/2012 10:56 AM
Real Estate Industry
Connecticut New Haven County Prospect Chesprocott
Posts to Localism
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Connecticut Professionals
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free market analysis
market values of homes

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George Souto
George Souto NMLS #65149 FHA, CHFA, VA Mortgages - Middletown, CT
Your Connecticut Mortgage Expert

Ed I agree, and it is amazing how many times just doing a little extra for a client comes back in additional business.  Service is a big part of this business, and those that are not willing to provide it will have a hard time succeeding.

Jun 19, 2012 08:55 AM #9
Al & Peggy Cunningham, Brokers
RE/MAX West Realty Inc., Brokerage - Brampton, ON
Our Family Wants To Help Your Family!

Absolutely Ed and weren't you the winner for meaning what you said! Congratulations on the sale and good luck with the new listing!

Jun 19, 2012 09:32 AM #10
Hannah Williams
Re/Max Eastern inc. - Philadelphia, PA
Expertise NE Philadelphia & Bucks 215-953-8818

Ed That was an excellent post ..I just hit the suggest button! I am also going to reblog it !

Your friend in Philly


Jun 19, 2012 10:48 AM #11
Wayne and Jean Marie Zuhl
Samsel & Associates - Clark, NJ
The Last Names You'll Ever Need in Real Estate

Good morning, Ed. You're 100% right - building good relationships by doing that little extra is what makes the difference between a good salesman and a great one.

Jun 19, 2012 10:00 PM #12
Kerrie La Guardia
ActiveRain, Community Manager - Kirkland, WA
Let it Rain!

Hey Blue Eyes!  You're definitely the one to speak about doing the job right!  Well done!

Jun 20, 2012 02:56 AM #13
Brenda Mullen
RE/MAX Access - Schertz, TX
Your San Antonio TX Real Estate Agent!!

If you are going to advertise that you are doing a free CMA, then that's what you should provide for sure.  I can understand why some agents charge for a CMA; however that should be know up front.  CMAs  shouldn't be free just for listings that you get.  

Jun 20, 2012 03:08 AM #14
David Burrows
Classic Realty - Fairfax, VA
No Pressure, Just Seriously Devoted to Real Estate

Ed, they were fortunate to find you as a Realtor. Thanks for sharing.

Jun 20, 2012 03:11 AM #15
Paula McDonald
Magnolia Realty ~ Granbury - Granbury, TX
Magnolia Realty ~ Granbury, TX 936-203-0279

I too have had great experiences with people finding me via Active Rain.  It is a good thing for sure.  Congrats on your closing.

Jun 20, 2012 03:36 AM #16
Kate McQueen
Realty ONE Group-Lone Star - Cypress, TX
Tailored service for your real estate needs!

Sorry, but couldn't help but remember the following quote:

"Be who you are and say what you mean.  Because those that mind don't matter and those that matter don't mind." -- Dr. Seuss

Jun 20, 2012 03:49 AM #17
Reba Haas
Team Reba of RE/MAX Metro Eastside - Bellevue, WA
Team Reba, CDPE

You're assuming that all agents say "no charge" for market analysis work.  I actually do both.  It all depends on the situation.  If I'm competing for a listing then I will do it for no cost.  But, if I am asked to put it together by an attorney as part of a cost basis analysis after a death, or for a divorce, or similar situation - then, yes, it is fair for me to be charging for my time, efforts and expertise.  Your post is but one facet of how we might handle this kind of situation and I applaud you for identifying the situation and making it work for you.

Jun 20, 2012 03:53 AM #18
Janis Borgueta
Key Properties of the Hudson Valley - Newburgh, NY
LIC RE Salesperson

Congratulations on the closing! Great to give good service.. and yes... for most situations a free CMA is what we offer and what we give. I have had realtors from other areas ask for a CMA and not want to refer the client... and want it for free.. Now that I just won't do!

Jun 20, 2012 03:59 AM #19
Lisa Orme
The Master's Key Realty LLC -Windsor, CT - HARTFORD COUNTY - Windsor, CT
Broker/Realtor, ABR, CRS,GRI, PSCS, SFR, Notary Pu

Ed, I have to say that there are definitely two sides to this question.  In the past, I have approached it much like Reba (above).  If I am competing for the listing, the CMA is of course free. It's part of my showing them my expertise and gaining their trust.

But there have been a couple of times when I've charged for my time and effort, if it was clear from the outset that there was no possibility of a listing. For instance, a seller calls and tells me he wants a local real estate agents opinion of value, but his brother who is licensed in state will be getting the listing, even though my town is NOT an area he usually works. I'm more than happy to help him be sure he's listing his property at the right price, but my time and expertise ARE worth something, and he's already told me his business is going to his brother. After all, real estate is my business, and it really is okay to get paid for what I do!

Jun 20, 2012 04:07 AM #20
Vanna Siackhasone
Real Estate Brokers of Alaska 907-720-4663 - Anchorage, AK
Anchorage Real Estate 907-720-4663

Congratulations Ed! Excellent post and I enjoyed reading all the comments1

Jun 20, 2012 04:39 AM #21
Tammy Lankford,
Lane Realty Eatonton, GA Lake Sinclair, Milledgeville, 706-485-9668 - Eatonton, GA
Broker GA Lake Sinclair/Eatonton/Milledgeville

Good things come to those who honor their word and I always appreciate a seller's honesty when let me know they have a buyer or just want to know the value or if they are just thinking of selling.

Jun 20, 2012 08:31 AM #22
Evelyn Kennedy
Alain Pinel Realtors - Alameda, CA
Alameda, Real Estate, Alameda, CA


People charge for CMAs.  Not where I work.  Good thing you spent some time with the caller to find out why they needed the CMA.  Two sales, good for you.

Jun 20, 2012 08:43 AM #23
Margaret Woda
Long & Foster Real Estate, Inc. - Crofton, MD
Maryland Real Estate & Military Relocation

Congratulations, Ed.  Sounds like you did a great job for these folks.

Jun 20, 2012 12:12 PM #24
Christine Donovan
Donovan Blatt Realty - Costa Mesa, CA
Broker/Attorney 714-319-9751 DRE01267479 - Costa M

Ed - This seems like such a simple concept that it should go without saying.

Jun 20, 2012 04:59 PM #25
Louise Thaxton NMLS 69996
Fairway Independent Mortgage Corp Louisiana NMLS#2289 Equal Housing Lender - Leesville, LA
Military Mtg Specialist - 866-960-9115 VA FHA USDA

GREAT post!  Wow - when will people "get" this?  That when we say one thing - but our actions speak something else - people will find out!  Congratulations on your closing - I know with your integrity, you will have many more!

Jun 21, 2012 05:37 AM #26
Kay Van Kampen
RE/MAX Broker, RE/MAX Solutions - Springfield, MO
Realtor®, Springfield Mo Real Estate

Doing a CMA for free is something we do all the time.  We do ask the reason for the request and many times we end up with the listing.

Jun 23, 2012 12:09 PM #27
Charles Stallions Real Estate Services
Charles Stallions Real Estate Services Inc - Gulf Breeze, FL
Buyers Agent 800-309-3414 Pace and Gulf Breeze,Fl.

Are you serious with the ways things are happening in the country, it is hard to tell honesty anymore.

Jun 23, 2012 03:01 PM #28
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