Each morning I review our local MLS. This morning I noticed a new listing in our MLS that I had previously turned down. The reason was my sales gut along with my emotional intelligence told me this may not end up being a positive transaction and may possibly harm the brokerage firm as well as my own credibility.
I knew the following:
- The seller was going to be more demanding than most
- The seller was unrealistic in his asking price given current market values
- The seller believed some features had appraised value
- The seller was quite active on social media
- The seller believed he had a little Taj Mahal
Fortunately, this property was occupied by a tenant. Listing occupied homes is one thing; tenant occupied properties are another.
Years ago, one of my coaches shared this nugget of wisdom:
“Given enough information,
your intuitive sense is usually right.”
Your intuitive sense is your “gut” brain. Once I read a definition of a brain that being a processing center. We have other processing centers including:
- Head brain
- Heart brain
- Spine brain
How often do we ignore our sales gut? We intellectually override all those warning signs. Possibly we think the seller or the buyer will realize his or her expectations are unrealistic. We may also not may not pay attention to the emotional intelligence of the seller or buyer.
With over 5 decades of selling experience, I have listened to my gut and now listen for emotional intelligence. I will undertake the necessary research to confirm my gut, my intuitive sense. In real estate, this means doing market comparables before taking any listing as well as writing any offer.
Yes, this does take time up front. However, at the end of the day, this is time well invested because working with difficult clients can drain much of your marketing and selling productivity. In a busy real estate market and even a slow one, every wasted moment of productivity is one moment too many.
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