You Never Know When A Client Might Be Interviewing You

By
Real Estate Agent with Jeff Fritzson Real Estate, Ebby Halliday Realtors 0629874

For a while now my best clients are still coming from my open houses. While I am building my on-line presence which is a long term project, my business is coming from other business development events such as open houses, working the phones, farming, etc... I have started to get a real focus on my open houses and proactively secure them in advance. This tale is about doing four open houses in a three week period all here in Frisco Texas.

Pay Attention

Part of doing a good job on an open house is paying attention to your guests. I noticed this couple that attended one of my open houses which was in a lower priced home around $200,000. They really were looking at everything in great detail. They patiently waited if I was busy and asked me questions about the home and the market. They graciously filled out a contact form and I continued to work the open house.

I made my contacts to everyone who attended within the first two days and heard back from a few but not too many. This is not unusual and never deters me from moving on to the next one and nurturing the contacts continuously.

Repeat Visitors

The following Saturday and Sunday I held two open house in a different neighborhood in Frisco where the homes were both in the $400,000 price range. This usually brings about a different group of people but you never know. In fact both days I saw this same couple. While they did not ask me as many detailed questions, they did hang around and they seemed to keep close to the heart of the home where I tended to be. I did not think about it as I was focused on all my guests.

Shopping For An Agent Versus A Home

It never occurred to me that people would shop for an agent like they shopped for a house. Towards the end of the third  open house I learned a lot more. She is retired and he is about to retire from his law firm. They are close to empty nesters but today does that ever really happen until much later. However, they are ready to downsize and travel. It turns out that the first open house was along the lines of what they wanted to move to and purchase. The other two homes were along the lines of what they currently live in and would want to sell.

When they saw me at the first open house they were really pleased with not only how I treated them but the others. That got their curiosity going but being competent selling a home at lower levels is certainly different than selling higher end homes. Then they saw me at the next home which was in the upper $400K range. They listened a little more closely. I let them know about the open house I was going to hold open the next day (Sunday) which was not far away. It turns out they lived very close to both of these.

It was this third open house that they asked me to help them in their purchase (they did not even mention the home for sale yet.) Here was my opportunity. Without even knowing I was being interviewed during my open houses, it appears I was because this couple used that time to determine that I was the right agent for them. When a relationship starts this way their is no other way for this to go but to a successful conclusion.

Conclusion

I spent part of my next 10 days showing and previewing homes for them in Frisco, Little Elm, and Mckinney. You see Frisco schools were their focus due to resale ability. I listened to what they were looking for and they trusted me to find the right home for them. I gave them additional suggestions and before I knew it they had viewed some new homes and decided to purchase a beautiful home in a different location than they originally thought. Yes they went without me to a new builder. I was not concerned at all. As much as they trusted me I trusted them. Sure enough I was listed as their real estate agent without a question.

In addition, they now wanted to sell their home and without anything being said they asked me to bring the paperwork and get the process started. What a great way to get business. Working open houses is work but work that I enjoy. When you are prepared, treat people with respect, and show them your sincerity and competence, only good things happen. You never know who is watching and interviewing you while you are working.

I love clients who do their due diligence. When they start to inquire about me whether directly or indirectly, they learn that when you are a client of mine - Your Success is My Focus

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Topic:
Real Estate General Information
Location:
Texas Collin County Frisco
Groups:
Realtors®
1st Time Buyers
Active Rain Newbies
Bananatude
Frisco Texas Real Estate
Tags:
home buyers
home sellers
frisco texas
open house
little elm
mckinney

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Show All Comments
Rainer
198,983
Randy Shamburger
Movement Mortgage - Greenville, SC
FHA, VA, USDA and Conventional Mortgage Expert

Nice story, excellent post. Thanks for sharing.

Have a Big day,

Randy

Feb 28, 2014 12:01 AM #30
Rainmaker
304,414
Kate McQueen
CB&A Realtors - Cypress, TX
Tailored service for your real estate needs!

Great post Jeff.  Open houses are a great way to meet new clients.

Feb 28, 2014 12:28 AM #31
Rainmaker
453,716
Allison Stewart
St.Cloud Homes - Saint Cloud, FL
St. Cloud Fl Realtor, Osceola County Real Estate 407-616-9904

You never know--so better to always put your best foot forward

Feb 28, 2014 12:42 AM #32
Rainer
96,987
Jeff Fritzson: Frisco Real Estate Pro
Jeff Fritzson Real Estate, Ebby Halliday Realtors - Frisco, TX
Your Success is My Focus!

Hi Michael - thank you for your kind words and comment. You really do not know where your next client will come from.

Hi nina - it is very true. I see some agents with their infomration on their cars and watch them drive crazy. Not the best appearance from my point of view.

Thank you Randy. I wish you much success as well.

Hi Kate - I agree. I really enjoy my open houses.

Hey Allison - better to put your best foot forward then having to remove it from your mouth.

Tank you all for your time and comments.

Feb 28, 2014 12:56 AM #33
Rainmaker
1,302,649
Jon Kolsky
Kolsky Realty & Management - Long Beach, CA
Licensed California Real Estate Broker

Jeff~ great post! "When we do our best it shows, and when when do less then our best we know! Here's to doing our best no matter what it is!

Mar 02, 2014 11:55 PM #35
Ambassador
1,706,764
Joe Pryor
The Virtual Real Estate Team - Oklahoma City, OK
REALTOR® - Oklahoma Investment Properties

jeff, and they can choose for reasons we don't expect. I spoke at the Rotary meeting about two months ago about going though cancer and post cancer. I didn't really tal;k about my business except how it changed after 2008. After the meeting a man came up and said how much he appreciated what I shared and said also, now you do investment real estate, right? I had a new client. 

Mar 22, 2014 03:40 AM #36
Rainmaker
432,257
Anne Hensel
South Beaches Real Estate Professionals - Saint Petersburg, FL
Realtor - Broker - St. Pete Beach, Treasure Island

What a fantastic post!  Just shows what happens when we pay attention!!! I felt this post from your heart!!  Way to go!

Mar 22, 2014 11:41 AM #37
Rainmaker
227,252
Michelle Finnamore
Toronto GTA, Alliston, Newmarket - Vaughan, ON
Preparing your property for sale

Hi Jeff, I really admire your working style. You put in the same great effort at whatever you are doing. Your approach each "job" with the same dedication. As my parents always said, do your best work at what ever you are doing as you never know who is noticing. The results speak for themselves.  Congratulations on a job well done.

Mar 23, 2014 12:18 AM #38
Rainmaker
99,872
Laura Andersen
Keller Williams Realty Partners ~ 678.462.1191 agentandersen@gmail.com - Woodstock, GA
A HomeSOLD Name (678)462-1191 Woodstock, Georgia

We moved here from Allen, TX; your backyard! 

As agents, we sometimes put up our noses at Open Houses, big mistake. 

Mar 24, 2014 01:14 AM #39
Rainer
92,558
Vickie Teel
RE/MAX PALM REALTY - Port Charlotte, FL
Sharing Florida sunshine one homeowner at a time!

Loved your story Jeff - good advice too!

May 31, 2014 03:12 PM #40
Rainmaker
107,564
Anita Allen
Coldwell Banker Residential Real Estate - 850-377-4410 - Pace, FL
Your Realtor for NW Florida, Pace/Milton/Pensacola

Great post.  You never know when you are being interviewed to become someone's Realtor.  

Jul 30, 2014 07:15 AM #41
Rainmaker
137,475
J Perrin Cornell
Coldwell Banker Cascade Real Estate - Wenatchee, WA
Broker, ABR, VAMRES

Jeff, like your post and it makes a good point. Whenever I see this topic or when I talk on this topic to new agents, I can't help but think of my dad. He was a very successful CPA and passed away a couple years ago a couple months shy of 102. But in business he would never hire anyone who wore loafers let alone more casual foot wear to interview. His attitude was ( regarding loafers) " if you're too lazy to tie your shoes, you're too lazy to work for me" . He also would not hire an attorney from a prestigious law school that graduated at the top of his/her class. Instead he looked for the person that had to scrabble hard to get by. His reasoning was he wanted someone that was willing to get down in the ditch and roll around if necessary and whom a little mud wasn't a stranger. 

We may disagree, but he brought those opinions to the table and if you were not carefully prepared and ready at all times you might not get the job. You don't know what a client is thinking.... Being friendly or interviewing. 

Oct 04, 2014 10:32 PM #42
Rainer
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jursten consults
broker - Berryville, TX

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Aug 12, 2015 04:26 PM #46
Rainer
1,610
jursten consults
broker - Berryville, TX

BGs | SBLCs | LCs | DLCs | PBs | BANK DRAFT ET AL GENUINELY BEING LEASED AND SOLD AT LOW RATES.

GENUINE BANK GUARANTEE (BG) AND STANDBY LETTER OF CREDIT (SBLC) FOR LEASE AND SALE AT THE LOWEST RATES AVAILABLE. OTHER FINANCIAL INSTRUMENTS SUCH AS MTN, CD, DLC, PB ARE ALSO AVAILABLE.

I am a direct Mandate to a genuinely renowned Investment Finance Company offering Cash & Asset Backed Financial Instruments on Lease and Sale at the best rates and with the most feasible procedures.

Instruments offered can be put in all forms of trade and can be monetized or discounted for direct funding. For Inquiry contact
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Aug 12, 2015 04:26 PM #47
Rainmaker
1,283,364
Gene Mundt, IL/WI Mortgage Originator - FHA/VA/Conv/Jumbo/Portfolio/Refi
NMLS #216987, IL Lic. 031.0006220, WI Licensed. APMC NMLS #175656 - New Lenox, IL
708.921.6331 - 40+ yrs experience

Jeff Fritzson: Frisco Real Estate Pro ... I try to remember what I used to tell my kids when they were growing up.  You never know who's paying attention to what you do .. or what you say.  Same goes as a professional ... and who might be "interviewing" you now or paying attention for the future ...

Gene 

Nov 23, 2015 03:14 AM #48
Rainmaker
288,788
Allie Angeloni
Long Realty - Oro Valley, AZ

What a great, informative, and very true article Jeff Fritzson: Frisco Real Estate Pro!  I do alot of Open Houses as a newbie, and always dress professionally, and here in the desert I see different realtors in many styles!  I'm aware that people viewing one house may be 'interviewing you' while they do so.  If you are enthusiastic about the house you are showing, a well as asking questions of them, and answering questions, they can tell that you know the area and that particular home.  I also hand-out a small packet about the house and the community, so they know that 'homework' on my part, was done!  

Jan 17, 2016 09:32 AM #49
Rainer
8,040
Billy Simons
Trident Real Estate - North Charleston, SC

Such a great post and reminder. We never know when we're being interviewed, and you never know what kind of relationship can spring from it. It definitely gave me many things to think about.

Mar 07, 2016 07:02 PM #50
Rainer
1,075
Saeed Obaid
Dallah Albaraka Holding Co - Hewlett, NY
I am consultant to investor on retainer ship

We can finance your project if viable on a good ROI. Send us your business plan on my email,for review Sincerely, Saeed Obaid  mr.saeedbutti@gmail.com

May 14, 2016 02:15 AM #51
Rainmaker
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Sheri Sperry - MCNE®
Coldwell Banker Realty - Sedona, AZ
(928) 274-7355 ~ YOUR Solutions REALTOR®

Just yesterday Jeff Fritzson: Frisco Real Estate Pro - I was sitting in the dentist chair getting my teeth cleaned and my dentist came up to me and said "Just the person I want to talk to! Let's talk business...." You just never know do you!

Jul 07, 2016 12:11 AM #54
Rainmaker
58,757
Beth Bromund
Coldwell Banker Weir Manuel - Rochester, MI
REALTOR (248) 651-3500

What a great story!  I wish you continued success in 2017.

Feb 08, 2017 03:37 AM #55
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Jeff Fritzson: Frisco Real Estate Pro

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