Evasion - I Object!

By
Real Estate Agent with HomeSmart Cherry Creek FA.100067131

One theme I keep hearing, reading, and viewing as advice to newbies -- "don't ever tell them you're new to real estate."

I've even read that if a client asks me directly - "how long have you been in real estate" - to treat it as an objection - or an issue, a concern, or a roadblock - to be overcome,  and say something along the lines of "feels like forever" then move on to another topic without giving the client a chance to respond, question, converse, or even, really, have time think about it.

To that, *I* object!

That's evasion, plain and simple. 

A direct question deserves a direct answer.

I'm thrilled with my newbie status, but more importantly:

If we evade answering a question as simple as how long we've been in real estate, how could a client ever trust that we'll address anything else they ask with a straightforward, upfront, honest answer?

I've mostly run across this sort of advice in blogs around the internet, in recorded training sessions, and in printed books, all of which are at least a few years old. 

Perhaps the evasive response is "old school". Perhaps the times, they are a-changing?

How long one has been in the business isn't an objection, it's really a standard fact the client should learn about any professional with whom they consider doing business. Personally, I tend to research people before ever contacting them to do business - license searches, BBB checks, websites, reviews, etc. - I'm not concerned so much with the length of time in the business but more in how they handle the question, especially those times when I already know the answer. 

Anyhoo, my response to the "how long have you been in real estate" question would be to answer the direct question directly, supplement with additional information, then give the client a chance to respond without trying to guide their response with sales-y prompts. I'm envisioning something like:

"I'm new, I just got my license {timeframe} as a matter of fact. I'm associated with {Brokerage Name} which was established in {Year Established}, and I'm working directly with {Mentor Name} who has been in the business since {Year}."

Oh my, I believe I've just worked up my first script. {Bleah} 

Better yet, I think, would be to address the fact at the outset as part of the natural conversation flow so the client doesn't even have to ask (and then wonder later why they had to ask).

 


Cross-posted from SpinOneGroup.com's blog, At Your Service.

 

Posted by

SpinOneGroup.com
http://SpinOneGroup.com -  fB

 

Me!Rebecca Rasmussen, REALTOR®, GRI
SpinOne Group

Associate Broker 

HomeSmart Cherry Creek

Home Smart Cherry Creek
HomeSmart Cherry Creek
8300 E Maplewood Ave Suite 100
Greenwood Village, CO 80111
(303) 858-8100
http://HomeSmartCherryCreek.com

 

South Metro Denver Area, Colorado
License # FA.100067131
(303) 915-4176

Realtor Equal Housing Opportunity

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Rainmaker
1,654,733
Lise Howe
Keller Williams Capital Properties - Washington, DC
Assoc. Broker and Attorney Licensed in DC, MD, VA,

Welcome to ActiveRain! I am sure that you are going to do very well here! Embrace the scripts- it is always good to think out what you are going to say! 

Jan 11, 2016 09:50 PM #1
Rainmaker
4,037,885
Joan Cox
House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

Becca, when I started I DID tell my clients I was new, but had a great broker ready to answer each and every question, and had LOTS of them.   Your clients will trust you more when you are upfront with them.  

Jan 11, 2016 10:53 PM #2
Rainer
35,668
Barbara Birinyi
Quitman, TX
TX Real Estate Broker - Horse Property Specialist

Becca, Such cool names...Cherry Creek Properieties in Highlands Ranch Colorado! Love your layout for this post. AND that old-school real estate crap will only get you in trouble. You're right - give the FACTS and then you can add the reason those facts will help you with your clients. Happy New Year.

Jan 11, 2016 10:59 PM #3
Rainer
401,585
Dan Hopper
Keller Williams Realty Downtown LLC - Denver, CO
Denver Realtor / Author / Advocate/Short Sale

You are right,  , when a potential client asks you a direct question, as you stated... it does deserve a direct answer.  Respond with posture and confidence, smile and say, "Let's get this done together...."

 

Jan 12, 2016 08:42 AM #4
Ambassador
4,103,883
Bob Crane
Woodland Management Service / Woodland Real Estate, Keller Williams Fox Cities - Stevens Point, WI
Forestland Experts! 715-204-9671

I remember many decades ago when starting my business the dread of hearing this question.

My solution was to turn it around and point out that I was younger, more energetic, and more anxious than those old guys and would be putting in at least twice the effort to make their project successful.

Jan 12, 2016 01:58 PM #5
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Rainer
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Becca Rasmussen

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