Did you hear me?

By
Real Estate Agent with Atlanta Communities 303302

Good agents pride themselves on how well they listen. Good clients should listen as well. Here is a case in point.

I recently spoke to a good friend who was looking to sell their home and purchase a single level home to get rid of stairs. They wanted to go look at homes right away. I asked, do you need to sell before you can buy? They surprised me by saying, no, their loan officer said we are approved for $650,000 with a VA loan and did not require them to sell their current home. I immediately suspected a problem, but realized that financial situations change. So we went looking.

Several times in the next week I asked again about the loan process. The clients were adamant that they were "Approved". I still had my doubts and told them that I would suggest they talk again to their loan officer.

You see, VA loans allow for an amount of total loans over a period of time. My clients last home purchase was with a VA loan, and that used up some of their VA loan amount availability. I believed this is what my clients had heard and misunderstood. I discussed this with my clients but they still said they were approved.

Fast forward a week and we find the home they want. I ask them to go get the pre-approval letter from their lender and when it comes in, right at the top, contingent upon sale of their home. Once again, they asked me to look over the letter again, because it says they are approved. Yes, I said, but with a contingency. You see, these clients were so in to buying a new home, they did not listen to or understand what the loan officer was telling them. They also did not listen to me, their agent, as I gently inquired about their approval.

Several lessons here. 1) I as their agent should push more forcefully when I suspect there is a mis-communication, and 2) Buyers should carefully listen to their agent and loans officers as they start the process of purchasing a home.

Posted by

Peter den Boer, Associate Broker, Realtor

Atlanta Communities Real estate Brokerage

 

Ph. 770.713.1545

www.denboerhomes.com

 

I write about daily life as a Realtor in the Towne Lake Community in Woodstock Georgia.

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Diary of a Realtor
Tags:
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Rainmaker
132,944
Mike Baltierra
Rise Realty - Eastvale, CA
Full Service at Your Service Realtor-Eastvale CA

Two excellent points to keep in my. Were not pushy sales people but when it comes to answers and action we need to be. It's a juggling act. Thanks for the lesson

Jan 07, 2019 06:28 AM #1
Rainmaker
772,177
Norma J. Elkins
Elite Realty Group - Morristown, TN
Realtor - Elkins Home Selling Team

Sometimes people hear what you are saying but are not listening.  I have had this happen too and I totally understand how frustrating it can be.

Jan 07, 2019 06:38 AM #2
Rainmaker
4,086,034
Joan Cox
House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

Peter, there are times they hear only what they want to hear.   Selling and buying at the same time can be more stressful, so bet they were hoping to buy first.  Great story to share.

Jan 07, 2019 06:44 AM #3
Rainmaker
3,610,971
Sheila Anderson
Referral Group Incorporated - East Brunswick, NJ
The Real Estate Whisperer Who Listens 732-715-1133

Good morning Peter. This is very telling and very important. Good post.

Jan 07, 2019 06:46 AM #4
Rainmaker
1,923,133
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Good morning Peter - listening is a big problem.  Your approach was good by asking questions rather than telling them they are wrong.

Jan 07, 2019 07:11 AM #5
Rainmaker
3,256,195
Sally K. & David L. Hanson
EXP Realty 414-525-0563 - Brookfield, WI
WI Realtors - Luxury - Divorce

People often hear and understand "selectively"...resulting in a big OUCH !

Jan 07, 2019 07:14 AM #6
Ambassador
779,617
Doug Rogers
Bayou Properties - Alexandria, LA
Your Alexandria Louisiana Agent

Been there, done that many times. I now have ALL buyers do an in office buyer consultation. And one of the first things we go over is their pre-approval letter.

Every time I skip the consult I seem to get burned.

Jan 07, 2019 07:31 AM #7
Rainmaker
3,338,983
Michael Jacobs
Pasadena, CA
Los Angeles Pasadena 818.516.4393

Hello Peter - there are multiple lessons in your post.  To a borrower.  And to every/any agent reading this post. You can toss in sellers too who need to understand "trust but verify" is important. 

Jan 07, 2019 08:49 AM #8
Rainmaker
3,982,614
William Feela
WHISPERING PINES REALTY - North Branch, MN
Realtor, Whispering Pines Realty 651-674-5999 No.

Listening is the key to great communication.  You need to hear what the other party(s)  are saying

Jan 07, 2019 09:14 AM #9
Ambassador
3,876,008
Kathy Streib
Room Service Home Staging - Delray Beach, FL
Home Stager - Palm Beach County,FL -561-914-6224

Hi Peter- to protect yourself as an agent and to make sure that everyone is on the same page, it is so important that the client is understanding what you say. A thorough consultation laying everything out up front help. 

Jan 07, 2019 05:38 PM #10
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Peter den Boer

MBA,GRI, Associate Broker, Realtor
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