Engaging in Small Talk? Or Building a Relationship to Help Your Buyers

By
Real Estate Agent with Solutions Real Estate CA DRE #01490977

Are you Just Making Small Talk?

Or is it Building a Relationship to Help Your Buyers

 

Sometimes making small talk is a good thing, and not a waste of time. At least depending on what you are chatting about, and with whom.

 

moneyIn our competitive market many properties are getting multiple offers, and to compete effectively you must put your best offer forward.

 

Obviously terms and conditions, price, financial qualifications, a complete and well-constructed offer, and other matters are important in order to have a good shot at being the winning offer.

 

But developing a positive relationship with the listing agent early on is essential, too, in my book. Why not get to know the other person a bit while you are finding out what the seller is looking for (e.g., closing time, need for a potential rent back, what appliances are conveying and what’s not) and anything else that might be important for crafting a strong offer for your buyer.

 

A good relationship can work wonders when your offer is being presented and the listing agent has good things to say about you, knowing you, or having met you over the phone or in person.

 

Oh, it won’t make up for a low offer or one where the buyer’s terms, conditions and price are not as favorable as other offers.

 

building a relationshipBut my belief is a positive relationship from the beginning, and a demonstration of good communication and follow-up (text, phone, email), and a spirit of cooperation, as you are preparing for the offer, and afterwards, can make a world of difference to the other agent.

 

I’ve had the same experience on the listing side and I know how it makes me feel.

 

Of course the opposite is true, too!

 

If you give the listing agent a bad impression from the start, with your attitude, rudeness, or poor communication skills, that could be difficult for them to overcome. In any case they are NOT likely to look forward to the possibility of having to work with you!

 

The relationship-building starts when you make that first phone call to show the house (or text, or email) – depending on the showing instructions. A polite exchange, even if not live conversation, leaves a positive first impression, especially with an agent you do not know. Even if the instructions are to call the seller directly, which is common here, I like to contact the agent personally to ask a couple of clarifying questions if it makes sense to do so.

 

And it’s a good idea, if you have to leave a message or get an email or text, to respond promptly as this conveys a good, and responsive, communication style. Another way to leave a good impression!

 

I particularly like making small talk (and by small I don’t necessarily mean unimportant blather) with the other agent as we get to know each other at the start of what will hopefully become an important business relationship with our clients.

 

It’s even better when I can meet the agent face-to-face and eye-to-eye, at an open house as I did today, whether my clients are present or not. I’m always careful to only have a conversation when it can be done privately, and of course am careful about what I share and what I ask.

 

But by engaging in a conversation you often learn all kinds of things that can be useful…like what the process or timing for reviewing offers might be, or the hot buttons for the seller. And a friendly, cooperative interaction can set the tone for the future.

 

This is just part of doing the right thing for my buyer clients!!

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Re-Blogged 1 time:

Re-Blogged By Re-Blogged At
  1. Margaret Rome, Baltimore Maryland 03/05/2019 06:36 PM
Topic:
Real Estate Best Practices
Groups:
Certified Residential Specialists
SAN DIEGO Real Estate Agents & Loan Officers
Art of Professional Salesmanship
San Diego Realtors®
Tags:
realtor professionalism

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Rainmaker
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Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

The chat has the lead somewhere, unless you’re just amusing yourself or each other,

Mar 05, 2019 09:28 PM #31
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Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

And on the other hand, just having a positive vibe can be enough in that way. Jeff Dowler, CRS

Mar 05, 2019 09:29 PM #32
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Beth Atalay
Cam Realty and Property Management - Clermont, FL
Cam Realty of Clermont FL

Hi Jeff Dowler, CRS, whether our offer is the one to get accepted or not, we should always be building relationships and that starts with conversations that are not about us. 

Mar 06, 2019 12:30 PM #33
Rainmaker
1,133,014
Joyce Marsh
Regal | Christie's International Real Estate - Orlando, FL
Regional Manager Regal Christie's Int'l Realty

Congrats on the featured post. Well said and well put. Our relationships with other Real Estate professionals can help in so many ways. We are all in this together and it truly takes a team effort. 

Mar 07, 2019 01:52 AM #34
Anonymous
FortHomeBuyers

Hey , Great tips! The tips you have mentioned in this article is really impressive and also very beneficial to me in near future also. you can check out forthombuyers.com

Mar 07, 2019 01:56 AM #35
Rainmaker
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Foster Smith Summerville
Carolina One Real Estate - Summerville, SC
Summerville & Charleston Homes for Sale SC Realtor

Congrats on the feature! Well deserved. Excellent pointes which I have found to be very true with all of my transactions. Relationships matter. Your reputation matters. They all help with the sale.

Mar 07, 2019 05:10 AM #36
Rainmaker
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Sharon Tara
Sharon Tara Transformations - Portsmouth, NH
New Hampshire Home Stager

Yes, yes, yes!

Having sold and bought recently, and now helping my son sell and buy, I know how important this really is.

From both a buyers and a sellers position, it's important to play nice with the other agent!

Congratulations on a well deserved feature!

Mar 07, 2019 06:34 AM #37
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Jeff Dowler, CRS
Solutions Real Estate - Carlsbad, CA
The Southern California Relocation Dude

Thanks Laura Cerrano  There can be a number of benefits from small talk!

Jeff

Mar 07, 2019 06:57 AM #38
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Jeff Dowler, CRS
Solutions Real Estate - Carlsbad, CA
The Southern California Relocation Dude

I think that makes such good sense Beth Atalay  You just never know when paths will cross again! And it just makes life so much more interesting and pleasant!

Jeff

Mar 07, 2019 06:58 AM #39
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Jeff Dowler, CRS
Solutions Real Estate - Carlsbad, CA
The Southern California Relocation Dude

I so agree with what you said Joyce Marsh And thank you for the kind words!

Jeff

Mar 07, 2019 06:59 AM #40
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Jeff Dowler, CRS
Solutions Real Estate - Carlsbad, CA
The Southern California Relocation Dude

FortHomeBuyers - thanks for stopping by!

Foster Smith Summerville  Yes!! Both your reputation and the relationship matter...big time!

Jeff

Mar 07, 2019 07:01 AM #41
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Jeff Dowler, CRS
Solutions Real Estate - Carlsbad, CA
The Southern California Relocation Dude

Hi Sharon Tara 

Thank you for sharing your personal experiences! And best wishes for your son and smooth transactions (with good relationships!).

Jeff

Mar 07, 2019 07:03 AM #42
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John Henry
John Henry Masterworks Design International, Inc. - Orlando, FL
Residential Architect, Luxury Custom Home Design

Excellent relationship-building etiquette.  Thanks, Jeff!!

Mar 07, 2019 01:15 PM #43
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Jeff Dowler, CRS
Solutions Real Estate - Carlsbad, CA
The Southern California Relocation Dude

Thank you John Henry !

It can serve us well in a number of situations, and not just in our business!

Jeff

Mar 07, 2019 02:18 PM #44
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Denise Hamlin, Broker/Owner
Cardinal Realty ~ 319-400-0268 - Iowa City, IA
Helping Happy Clients Make Smart Choices

I couldn't agree more Jeff. Building a good relationship to the listing agent when you're working with buyers can reap untold benefits for your buyer clients. Even a poor offer will be viewed differently if it's presented in a courteous and respectable way. (If the house is in poor repair, there are ways of saying that without being insulting about it).

Of course a good offer speaks for itself, but sometimes it needs a push over the finish line and that's where relationships come in. 

Mar 07, 2019 03:00 PM #45
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Jeff Dowler, CRS
Solutions Real Estate - Carlsbad, CA
The Southern California Relocation Dude

Hi Denise Hamlin, Broker/Owner 

Thank you for your thoughful comments. There is no need to be insulting even when given feedback that is not positive. I love your last sentence!!

Jeff

Mar 07, 2019 05:37 PM #46
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Matthew Klinowski, PA
Downing-Frye - Naples, FL
Golf Community Real Estate Specialist

Good morning Jeff, very well said! Relationship building is key to building long term success in our industry with the added benefit of new friendships along the way. Have a great day!

Mar 08, 2019 05:03 AM #47
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Cameron Bagherpour
Cary & Raleigh, NC - Cary, NC
Raleigh North Carolina

You are 100% right about this! And you never know, the roles may be reversed one day and this seller's agent will be a buyer's agent on one of your deals.

Mar 11, 2019 03:02 PM #48
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Jeff Dowler, CRS
Solutions Real Estate - Carlsbad, CA
The Southern California Relocation Dude

Matthew Klinowski, PA 

Thanks so much. You cetainly want to have good relationships in this business...word gets around! And having new friends in the business never hurts.

Jeff

Mar 11, 2019 03:10 PM #49
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Jeff Dowler, CRS
Solutions Real Estate - Carlsbad, CA
The Southern California Relocation Dude

Hi Cameron Bagherpour 

That's an excellent point. It's important no matter which side of the transaction you are on.

Jeff

Mar 11, 2019 03:11 PM #50
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