We work hard to find clients. We spend a lot of time, effort, and money advertising, blogging, and networking to attract clients.
When we get a client, they obviously like us or they wouldn't hire us. But then what happens?
I have been blessed with a lot of business recently. Buyers or Sellers, when we first meet, there is a 'blush' on the relationship - an excitement of things to come, of anticipation.
But as I listen to them tell me why they no longer want to use their previous Realtor, or what happened the last time they had their house for sale, or how discouraged they were in trying to find a home, it occurs to me it wasn't always that way.
How did they get to the point of telling me how incompetent, unprofessional, or ignorant their Agent was, and how they felt like the Agent didn't care about them? What happened after the sign went in the yard, or they thought their Agent was going to show them houses?
It was easy to see why Sellers were discouraged . . . one photo on the MLS, one phone call in six weeks, two showings in three months, unreturned calls and emails, a fabulous Victorian being advertised as 'an old house,' no showings due to information being input incorrectly into the MLS.
Buyers who continue to say they're in a hurry to move, but never get a return call from their Realtor, who haven't looked at a house in weeks, or who lose out on offers because their Realtor didn't get it presented for days.
With each of them, I realized I was going to be their second or third Realtor. One of my favorite real estate expressions which I've written about before is, I want to be their first love, their second wife, and their third Realtor. Regardless of who was at fault, they listen so much better the second or third time around.
So I challenge you to be as diligent two months into the listing as you were the day they hired you. You're the professional, if the house isn't selling, help them figure out why.
If your client wants to buy, figure out how to get them the house of their dreams. Mind your business, answer your calls, get the job done. That's why they hired you.
And if you aren't already following me, click on the green house below. You won't be sorry.
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