Do You Know Who You're Talking To?

By
Real Estate Agent with Florida Supreme Realty SL514814

Real Estate agents and Realtors do a lot of silly things when attempting to drum up business. The one I want to address today is the concept of dropping everything to show a home to someone you never met, don't know anything about and will likely disrupt the "deal" you're already working on. Do you know how fickle this sounds to others? Granted many will disagree with me and that's okay not only because I take my security and safety seriously but because I can count on one hand the number of disrupters who ever wrote an accepted offer when I've jumped to appease them. Don't get me wrong, I will jump for those whom I know due to reasons you may use conjecture but that's beside the point.

Floor duty has been much a part of my real estate activity since my teens. I don't know why some associates hate to embrace it. If you're even the slightest bit systems oriented it will benefit you. To compliment floor time you need to get out and about to see new listings on a regular basis. Virtual tours or visual tours as they are sometimes called do not have the personality which exists when you're up close and personal. You have to actually see & feel the product to accurately describe it to potential customers.

I was lucky enough to have seen a perfect match for a young caller who described her dream home for me. She let me know that she was getting married soon and while they had been looking, the agents she had contacted never followed up. Shame on them and utterly fantastic for me. She rambled on and on due to her excitement for about 20 to 30 minutes before I got a word in. I let her know that I had pieced together exactly what she described and already had a "perfect" match. Most agents do not take the time to listen but I did and had seen her dream home just days before on one of our office tours. Whether its tours, public and broker open houses or a preview. Get to know everything available in your market! 

Specifically, I listened to her tell me the price point she was interested in. No upsell here and I made an appointment for us to see it the next afternoon. I expected to see a young couple at the appointed time but so many more people showed up. I think it was her whole family with maybe 9 or 10 people in tow. I believe this was because she did a secret drive-by on her own the night before. There was no question an offer was coming. They could not stop raving about the house its features and condition were excellent and exactly as I described. After about an hour we went our separate ways and shortly thereafter I got a call to stop by their house. Their house? She had told me they lived in an apartment. She gave me the address and we confirmed a time. I knew the neighborhood and this was no 1st timers address.

Mom & Dad's home was magnificent it sat across the street from The Philadelphia Country Club which might tell you something. I had friends a couple blocks away so I knew what I was getting into, I thought. Dad was President of one of the largest banks in Philadelphia. He never questioned me but stated that he had to meet me because his daughter couldn't stop talking about me. We laughed because I told him I had found out how much of a talker she was when we first spoke. We discussed price & terms plus had a cordial to memorialize the undertaking. Do you have any idea how much this contact meant to me in future business. If I had 2 more like him I would've retired at 40. Key points to remember, know you're market and always, always FOLLOW UP! You never know where it can take you.

The interesting thing was that he could not finance the home for his daughter through his financial institution. Guess who bankers like to pal around with? OTHER BANKERS! Suffice it to say that our foursome at Philadelphia Country Club was treated royally and the relationships continued for twenty years more until I arrived in the Sunshine State. These men were substantially older than myself although when any of them had a real estate need I jumped

 

It's excellent to know who you are talking to but always avoid those who begin their conversation with, Do you know who I am?

 

   

 

     

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Comments (4)

Michael Jacobs
Pasadena, CA
Los Angeles Pasadena 818.516.4393

Hello Kevin - a good story and a couple of take away messages too.  Know your inventory.  Listen and learn.  The opportunities are "out there" so "be prepared".  

Feb 13, 2019 05:33 PM
Kevin J. May

There are few more messages to be told in as concise a manner as I can muster. Eyes open, listen and learn, it's that easy!

Feb 13, 2019 07:25 PM
Brian England
Vacasa - Gilbert, AZ
MBA, GRI, REALTOR® Real Estate in East Valley AZ

I am with you there, I am not going to drop what I am doing for a valued client in order to meet someone new.  I will schedule a time for them though.

Feb 14, 2019 03:59 AM
Kevin J. May

By scheduling a specific time to get back with them works well in most scenarios. I'll always follow up without question.

Feb 14, 2019 06:57 PM
Sheila Anderson
Referral Group Incorporated - East Brunswick, NJ
The Real Estate Whisperer Who Listens 732-715-1133

Good morning Kevin. This is terrific and it is always about really listening and following up.

Feb 14, 2019 06:30 AM
Kevin J. May

My belief is that listening may be turning into a lost art therefore the follow up is crucial to any hopes of success. Why so few associates accomplish this simple task is beyond comprehension.

Feb 14, 2019 07:03 PM
Jane Chaulklin-Schott
TEAMCONNECT REALTY - (407) 394-9766 - Orlando, FL
TeamConnect Luxury Homes - Orlando, Florida, 32836

Kevin, I have always believed that when we were neophytes in the real estate profession - an agent,  a Realtor, we were directed by our brokers to know our inventory... The way to do that was to get out of the office and explore the neighborhoods, the churches, schools, railroad tracks, retail, commercial, -  the real estate properties .  This is still a very important step!!!!!!!  How can you purchase or sell anything when you do not know it?!?  What in the heck are you doing in the field of sales ~

Feb 20, 2019 12:12 PM
Kevin J. May

The eyes are great Jane but to fully appreciate the individual neighbohoods all of our senses should be engaged. That is what makes selling a true adventure in itself and ultimately much easier also. I'm hearing you!

Feb 20, 2019 12:41 PM