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Not Worth The Effort? Hardly.

By Jon Eliason

Real Estate Agent with EXIT Realty Advantage Pagosa, Pagosa Springs, Colorado

December 05, 2012 08:49 PM

Every once in awhile, I'll get a client by way of another Realtor®.

It's not because they didn't click or that I had more in common with the potential buyer.

It was because that Agent believed that the "small commission" wasn't worth his or her time.

I guess what they really didn't realize was that the "commission" was way more valuable than any monetary figure they could fathom.

I have had something like this happen on more than one occasion.

Last year I had helped some folks, that by all appearances, were dirt poor. Thing was, they dressed that way so as not to attract attention to themselves. I sold them a home and while the payout to me wasn't really substantial, the after effects were.

This couple had referred another couple to me because of their experience with me.

When I finally sold the second couple a parcel of land, the commission on this second deal was more than 3 times that of the original folks deal.

I help everyone I can. I won't judge someone by what they wear or by how little of an investment they might make.

That initial small commission is worth a lot more than you may realize. The referrals that come afterward are proof of that.

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Lyn Sims

Schaumburg, IL

Real Estate Broker Retired

Ahhh, the endless conversation amoung realtors and the 'minimum commission'. There are many here that won't start up the car for less than xxx. I personally think that is downright discrimination. We can't discriminate on how much down they have, their race & many other factors but it's totally ok to blow people off because of a certain purchase price limit. Not right in my book.

If you are afraid of using gas on a certain purchase price, make the buyer drive then.

Dec 07, 2012 03:16 AM

Jon Eliason

EXIT Realty Advantage Pagosa, Pagosa Springs, Colorado - Pagosa Springs, CO

Lyn ~ Hmmm....I wonder if someone could actually sue for "Habiliments Bias"? One could only guess... Thanks for stopping by. :)

Dec 07, 2012 03:27 AM

Ann Wilkins

Golden Gate Sotheby's International Realty - Oakland, CA

Oakland, Berkeley, Piedmont CA

I refer out the lower range clients if they are looking in an area that is a substantial distance or it is an area that I just don't work. This is a tough market for buyers so I have been focusing on listings and follow up on leads from the listings. I love working with buyers - especially first time buyers, but if it takes too much time and I'm not working on my listing presentation, or following up on good leads, then I realize I'm not spending my time in the most efficient manner.

Dec 07, 2012 04:32 AM

M.C. Dwyer

Melody Russell Team at eXp Realty of California, Inc. - Felton, CA

MC Dwyer-Santa Cruz Mountains Property Specialist

Great blog Jon...everyone matters!

A buyer recently told me she had in the past worked with a city agent who thought pretty highly of herself. Apparently it was beneath her to do all the work required in relation to the small commission. As a result, my clients now own a piece of unbuildable land....that they had hoped would be the site of their dream home.

If an agent thinks the commission isn't worth their time, they should refer the client to someone who will do a good job.

At this point in my career, I do have a minimum fee, but I've never had to charge a buyer yet. And there's a maximum number of properties I'll show before it's time to have a heart to heart talk with someone about their expectations versus reality.

We're in the business of helping people achieve their dreams - what could be more rewarding?!

Dec 07, 2012 08:02 AM

Malcolm Maughan

ReMax Parkside Affiliates - Olympia, WA

2 stories and I have learned my lessons. Keep in mind I'm English and this is not common over there.

#1. On Floor, a "client walked in asked for a colleague, Client Asian a rope for a belt Old rubber boots drove a small beat up old pickup. I offered coffee while he waited and very polite. The thoughts in the back of my mind you may be able to imagine. Turned out He was the biggest developer in 4 local counties and worth millions?????? In retrospect he dressed and looked like my father in law. He has land worth millions too. I should have known

#2 I had a call from an older lady wanted to sell a Mobile home in a park! $20k max. I had just closed a similar deal, a lot of work for $4 per hour. I was busy so I passed it to a new guy!!! Eager for a deal. No one told me, This older lady had sons and daughters that wanted to sell too. $500k each. was it 2 or 3 of them. ugh. I promised myself that would not happen again. I have done a few since and met some real nice people who thought I was the best thing since sliced bread!!!

Dec 07, 2012 08:47 AM

EMILIA B COOPER, REALTOR® SFR.NCHSE.AHWD

LAROSA REALTY - Orlando, FL

Short Sales, Foreclosure & Bank Owned Real Estate

Excellent Blog Jon, and I agree with Evelyn "we must treat all our clients equally" Thanks for Sharing!

Dec 07, 2012 10:06 AM

Mary Hutchison, SRES, ABR

Weichert Realtors, Welch and Company - Kansas City, MO

Experienced Agent in Kansas City Metro area

Jon, I've had similar experiences..you never know where that really big piece of business will come from!

Dec 07, 2012 10:34 AM

Rose King

David Tracy Real Estate - Friendswood, TX

Friendswood / Pearland / Houston Bay Area

This is so true, Jon! I worked for a broker once who would pass some leads on to me if she didn't want to take them, or if she was too busy. Some of those leads were gifts that kept on giving and giving!

Dec 07, 2012 12:44 PM

Lanise Warrior-Johnson

Real Estate Brokers Services, Inc. - Compton, CA

Real Estate Specialist

Jon you are correct we should never judge book by its cover. It's important to treat every client with respect & responsiveness.

Dec 07, 2012 01:19 PM

Bob Marshall

Home Smart Ion Real Estate - Lynnwood, WA

It's amazing on how a little help up front can lead to rewards later on. This is the prime example of why we should not turn anyone down, because they may have a friend, relative or colleague that also needs our services. And how they are dressed? Look at the way many multimillionaires dress. Enough said.

Good post Jon. It's very interesting how some people look at a single transaction without seeing the big picture.

Dec 08, 2012 03:50 AM

Jon Eliason

EXIT Realty Advantage Pagosa, Pagosa Springs, Colorado - Pagosa Springs, CO

Ann ~ I hear what you're saying. I actually have a contact in Durango (60 Miles west) that I refer to, if the listing is in her area. She's way more familiar with that area and I know my folks will be well cared for. She in turn, has done the same thing over here. Thanks. :)

M.C. ~ Well said. Everyone does matter. Thanks. :)

Malcolm ~ Great stories. I think it's great that there are so many people that are comfortable in whatever they wear. Those are the folks that don't seem to have any hangups. Thanks for visiting and sharing. :)

Emilia ~ I have seen folks that have impeccable clothing and drive top of the line vehicles and be up to their a$$ in debt. Constantly worried about paying the bills that bought them those material items, while on the other hand I know of several folks that have been able to move beyond the "Toys" and focus on things that truly matter. Thanks. :)

Mary ~ So true. That's the best part of this job. Never knowing what's next. It absolutely intrigues me. Thanks :)

Rose ~ And I imagine they continue to do so. So cool. Thanks for visiting. :)

Lanise ~ Indeed. Treating each client with the respect they deserve is essential. It shouldn't matter what their clothing looks like. Thanks. :)

Bob ~ I couldn't have said it any better. Thanks for dropping by. :)

Dec 08, 2012 11:17 AM

Nan Jester

Exit Real Estate Gallery Jacksonville Beach, FL - Jacksonville Beach, FL

Realtor, Exit Real Estate Gallery

The first job I had in Real Estate was in new home sales and my manager was a big believer in training. One of the first things we learned was not to judge a book by its over. The lesson has served me well over the last 27 years.

Dec 08, 2012 12:26 PM

Jon Eliason

EXIT Realty Advantage Pagosa, Pagosa Springs, Colorado - Pagosa Springs, CO

Nan ~ Thanks for sharing. It's a gift that keeps on giving. Niiice. Thanks for stopping by. :)

Dec 09, 2012 07:18 PM

Cheryl Thomson REALTOR Ret Army

United Real Estate DC Metro Region (703.216.5635) cheryltee47@gmail.com - Prince William, VA

Associate Broker in Northern Virginia

Hi Jon. Never know what life has in store for you...you should never turn away someone because they are less fortunate because you never know if you will continue to be in the position you are in...

Dec 10, 2012 09:15 AM

Jon Eliason

EXIT Realty Advantage Pagosa, Pagosa Springs, Colorado - Pagosa Springs, CO

Cheryl ~ You're absolutely right. I read "Desiderata" almost every morning and it can be applied to situations just like this. Thanks for dropping in. :)

Dec 10, 2012 11:05 PM

Jon Eliason

EXIT Realty Advantage Pagosa, Pagosa Springs, Colorado - Pagosa Springs, CO

Erica ~ I'm right there with you. Even the smallest of commissions can lead to a multitude of referrals. Thanks for stopping in. :)

Dec 16, 2012 11:40 PM

Gene Riemenschneider

Home Point Real Estate - Brentwood, CA

Turning Houses into Homes

You know I am with you on this. I never refuse to help anyone. Don't judge a book by its cover. You never know what will come back to you either.

Dec 18, 2012 02:36 AM

Jon Eliason

EXIT Realty Advantage Pagosa, Pagosa Springs, Colorado - Pagosa Springs, CO

Gene ~ You are so right. The cover may be tattered but it is what is inside that counts. Thanks for commenting. :)

Dec 18, 2012 11:13 PM

Leslie Ebersole

Swanepoel T3 Group - Saint Charles, IL

I help brokers build businesses they love.

To my ActiveRain friend and fellow blogger,
I think you have a great attitude about how to work with different types of clients.

I wish you all things bright and beautiful
at this holiday time and throughout the year.