Some of you who work with relocation companies know that the sellers are usually given three choices of realtors to interview prior to listing. It can be an extensive and exhaustive process, especially when completing the mandated Worldwide ERC (Employment Relocation Council) Broker Market Analysis and Strategy Report, and giving an opinion on the most likely sales price (MLSP).
The upside, besides getting a listing (or a buyer) when working with relocation companies is that once you prove yourself to be a reliable realtor, you may continue receiving referrals especially from companies who have a robust employee relocation program. As such, we are very diligent and conscientious when dealing with relocation referrals.
It was quite an eye-opener when I went to see a prospective client who is relocating. Not long into the conversation, he shared his surprise and exasperation with the agents who came before me.
He spent a good amount of time complaining about the other agents
- Two men came as a team --- the client thought that was overkill
- The men went to the wrong building next door and arrived late to the appointment
- When they came in, they didn't seem enthusiastic after seeing the place (possibly because they normally work from another city which has higher-end listings than this particular condo). The lack of energy was palpable
- They prepared a nice package, but were more interested in pointing to several pages in the book than to talk to the client
- On more than one occasion, the men talked about the client to each other, instead of addressing him since he was sitting right there
- They didn't probe --- didn't ask questions about the client's situation, when he was moving, what he is hoping to get out of the property
- They didn't ask to see the rest of the place --- they seemed totally disinterested
- They didn't offer any suggestions on how to prepare to make the property marketable
- They proposed a price but didn't explain their pricing strategy
- Their body language seemed to suggest they were getting tired and couldn't wait to get out of there
Listening to the client express his disappointment --- and almost disgust --- at the first agents who came before me, I was careful not to repeat their mistakes and missteps.
It was somewhat of a relief when he said he was glad to see what a difference there can be between agents, and that he felt so much better after talking with me. I told him he gave me a good topic for a blog: What NOT to do during a listing presention!