I get the opportunity daily to work in a very affordable marketplace where Cash Buyers can find some amazing deals.
People are still amazed when I tell them they can purchase an almost move in condition foreclosure home on the South Side of Chicago for under $40,000.00.
A little over a month a ago I got another very familiar call I get often, this one from a Young-Man who informed me he had saved his money, and wanted to purchase a home for cash. He had selected a home I was marketing in the Morgan Park neighborhood. This neighborhood was made famous by initially the Play, and later the Movie, "A Raisin In The Sun."
After inquiring if he was willing to produce evidence he had proof of funds, and if he understood the real estate term Dual-Agency, I agree to meet him for a tour of the tri-level styled home nestled on a standard Chicago corner lot. We agreed to meet the next morning at the home. He also agreed to allow me to text him when I was en-route to the home as a reminder of our appointment. Nevertheless, he was around 20 minutes late, but he at least showed up for the appointment, when some don't. Upon entering the home, I immediately asked if we could do some real estate homework before he fully toured the home?
I again asked if he understood from our telesphone conversation, how I am representing him presently, and would be representing him, should he desire to pursue purchasing this home? I do this for two reasons, first to make sure he is educated on how he can be fully served by me, and secondly, to get him to confess if he is represented by another Realtor? We began to bond immediately.
My Spouse has been an Ultrasonographer now for over 32 years. She taught years ago, when I ask the right question I can get a Client to open up and tell me their whole story. In her case, when she ask a patient when was their last period, they give her a wealth of information about their health history, so she can better serve them. This Young-Man began to tell me how he had placed a bid just a couple of days prior on a foreclosure with another Agent.
He told me he did not like the waiting period, and how his Agent was not giving him daily updates on the progress of his offer. He said Dale I like you. You've given me more information in our telephone conversation, and in this in- person meeting with you, than in all the time I've been working with this other Guy. He then told me I can tell you have far more experience than him. I asked him how long had he been searching for a foreclosure deal? He told me a few weeks with him. I asked how soon do you really need to move? That was the magic question. He then went on to tell me had other Family Members in his ear giving their opinoin on where he should purchase a home. As I carefully listened he gave me a wealth of information, to help me determine how I could best serve him. I asked how do you prefer to be communicated with? He said text is fine with me.
I asked if he mind pulling out his phone and showing me the last communications he got from his Realtor. He showed me a text confirming his bid was acceptable by the Bank, and the terms of the accepted offer would be forthcoming. I asked him if he understood what the statement meant? He said all I know is my Agent is not explaining this process in a way I can understand it. Almost emotionally, he said he had out of frustration even emailed the Listing Agent to ask if I've had won the bid, then showed me his message.
The message from the Listing Agent stated he believe this Young-Man had won the bid, but it would not be official until he got the signed accepted papers back from the Bank. This Young-Man gave me a puzzled look expecting me to explain? I asked him if I had his permission to explain how I work? He said yes. I asked can I be very transparent with you? He said sure.
I said I give my Valued Client's my unconditional loyalty, and I expect the same back from them. I told him if I knew he as my Client was out there seeking answers from other Realtors, I would be very upset with him. I informed him he needed to do two things right now, first to allow patience to possess him, and secondly to go back to his Realtor and let him know he is afraid to trust him.
I explained the only thing his Realtor has done wrong is assumed one message would be sufficient. I said it is so important for you to understand your responsibility in being served, if one answer does not bring understanding, ask again and again and again until your Realtor helps you to gain understanding. What he said next to me became a real test of my integrity. Before I explain my test, please allow me to give clarification of what I meant when I scolded him.
I always go out my way to help my Valued Clients to understand, there are no dumb questions in real estate. I plead with them to please let me know if they don't understand something. I tell them we have become a Team, and as a Team we must establish trust, and a knowing together we share the same goal of their acheiving there relocating goal.
He told me he could tell unlike the Agent representing him, he knew I would take the time to make him understand; or tell him what he needed to hear in the way he needed to hear, to calm his fears. I was touched, but expressed I could not take him on as Client now because he would be coming to me with baggage. He said please help me understand why, since I like you, why can't I just demand you be the Realtor to represent me on this deal when the papers come through? Again, I was touched by his kind gesture, but confirmed that option was not available to him.
I asked him if he had ever worked in sales? He told me car sales. I stated do I really have to explain to you how much trouble and frustration you would create for the both of us if I was to pursue your request?
In the course of our conversation, I had persuaded him to be more patient at least four times. All the time I was speaking with him I could hear the lyrics to the song performed by Wilson Pickett - Don't Let The Green Grass Fool You - http://www.lyricsmode.com/lyrics/w/wilson_pickett/dont_let_the_green_grass_fool_you.html.
The bottomline here is this potential Client giving me every indication he was ripe for the pickings, an old saying.
Meaning, he gave me every opportunity to steal him from his Agent.
I am so glad lyrics to songs or the negative images I've seen of portrayals of Realtors in the media as cutthroats, come to my mind when experiences like this, what appears as a golden opportunity presents themselves.
Integrity has taught me opportunities like this can turn on me swift and hard.
I've learned opportunities like this come with partial truth.
Integrity has helped me sustain a now nearly a three decade career. What makes Integrity so valuable, is the countless referrals generated to me because Integrity has a way of creating sustaining fame for the individual who daily embraces Integrity.