Are You A "Pop Tart" Realtor? (Yes I Was One Too!)

By
Real Estate Agent with KW of the Palm Beaches BK3102116

Pop Tart RealtorWhen I first started in Real Estate in 2004, I was a "Pop Tart Realtor", as many of you know that is an agent that when the phone rings they "pop up" and run as fast as they can to get to that prospect thinking if they are first they will win!  Well as many of you that may have tried this out, yes it can work, but it can steal almost all of your time too.  And yes I was very successful doing this, but upon reflection I am confident I could have doubled my business by being a "think first" Realtor rather than a "Pop Tart" Realtor.

Experience has taught me to still take those calls, but then to remember that I AM THE EXPERT, not the caller! I know some of you say "well the client told me they know real estate" but the fact is if you are in this profession, you best be on top of your game and be the expert when you are with a prospect or even a client.

On to the question posed:  When a call comes in do you grab a name, a number, an address and run to that meeting lickety split? OR do you size them up, qualify them, fine tune what they say they are looking for and then create a meeting at your office on your terms on your schedule so that you can meet them face to face so that you are in charge of moving forward (or not) with that prospect?

If you do the latter, you are most likely very successful in your business because you are the Realtor that chooses who they work with... and I congratulate you for this!

There is an old saying that I often quote to folks, and this may hold true for you as well:

"Some of the best prospect/clients are the ones you walk away from"  

Good luck in your business as we round out 2012 and head into 2013!

Mark

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Re-Blogged 1 time:

Re-Blogged By Re-Blogged At
  1. Ron Marshall 12/19/2012 03:03 AM
Topic:
Real Estate Sales and Marketing
Tags:
realtor
agent
client
expert
prospect
real estate
pop tart

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Rainer
123,129
Lanise Warrior-Johnson
Real Estate Brokers Services, Inc. - Compton, CA
Real Estate Specialist

Great analogy!  I've never heard the term referred to as a Real Estate Agent "newbie"!

Sep 30, 2012 10:15 AM #1
Rainmaker
1,041,615
Mark Loewenberg
KW of the Palm Beaches - Palm Beach Gardens, FL
KW 561-214-0370

maybe it is not country wide like I thought? but funny as it seemed I did it and I was busy as a bee but not smart as an owl or I could have been twice as productive!

Sep 30, 2012 10:17 AM #2
Rainmaker
4,210,064
Joan Cox
House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

Mark, it does pay to spend some time qualifying a buyer or seller before running off!   Great post.

Sep 30, 2012 10:22 AM #3
Rainmaker
661,822
Bill Reddington
Re/max By The Sea - Destin, FL
Destin Florida Real Estate

I definitely meet at the office if at all possible. Living in a resort area with lots of investors/second home buyers this is tough sometimes. Just have to take your shot at it. Keep Prospecting!

Sep 30, 2012 10:38 AM #4
Rainmaker
1,041,615
Mark Loewenberg
KW of the Palm Beaches - Palm Beach Gardens, FL
KW 561-214-0370

I agree, best to try to keep it on your terms, but at least qualify first so that you can be as productive as possible

Sep 30, 2012 10:51 AM #5
Ambassador
1,609,932
Florida Tolbert Team Keller Williams Advantage
Keller Williams Advantage III Realty in Lake Nona - Orlando, FL
Keller Williams Land Division Specialist

Mark,

I have far passed the POP TART phase am have become the TOASTER.  I can toast the trash and only keep the qualified. 

Sep 30, 2012 10:53 AM #6
Rainmaker
1,041,615
Mark Loewenberg
KW of the Palm Beaches - Palm Beach Gardens, FL
KW 561-214-0370

Great way to phrase it Kevin!  I too am much better at this than I once was...

Sep 30, 2012 11:51 AM #8
Rainmaker
352,702
Krystal Knott
LIV Sotheby's International Realty - Breckenridge, CO
Breckenridge CO Real Estate & All Summit County CO

Mark, your post is dead on.  Many people that call and want instant gratification on a price for the property they want to sell or they want to see this house right now, are not serious.  Real Estate is a serious business with real money and needs to be taken that way.  If we as Realtors keep it professional so will the client if they are serious.  Great post!  --Krystal

Dec 19, 2012 03:09 AM #9
Rainmaker
1,102,211
Margaret Goss
Baird & Warner Real Estate - Winnetka, IL
Chicago's North Shore & Winnetka Real Estate

Back in the good old days the phone would ring off the hook with potential clients and I was definitely the Pop Tart realtor.  Zoomed out like a bat out of hell with absolutely no fact finding or qualification checking.  

No so anymore but it did take years to learn.  

Dec 19, 2012 03:11 AM #10
Rainmaker
1,041,615
Mark Loewenberg
KW of the Palm Beaches - Palm Beach Gardens, FL
KW 561-214-0370

Wow my post came back to life with 2 comments today!  yes.. we all have been there and now we know to better manage OUR time.. even had a client that called me today and said I know you try to relax today but can we go see a property on Friday.. such a better feeling to have!

Dec 19, 2012 03:24 AM #11
Rainmaker
319,327
Evelyn Santiago, Managing Broker Heart Realty Group, Inc.
Heart Realty Group, Inc.. - Oswego, IL
Passionate About Real Estate & Our Clients!

The best way to qualify a prospect is to have your preferred lender speak to them - the lending rules have changed too much that unless you are also a licensed mortgage originator you can't qualify them - people may not tell you the whole truth when it comes to their finances - so I ask for that pre-approval in a nice way and explain why I can't "pop-up" like the old days.

Always a great reminder for all agents.

Jan 23, 2013 12:19 PM #12
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