You’ve seen it before. The telltale sign of a scared agent. Scared of what? Their own customer. Classic clues are:
Their contract is full of every contingency and additional term – to the point of extreme.
They won’t provide proof of funds for their customer and have an excuse.
They need the information for their buyer “ASAP!”
They ask for documentation and information for their buyer not pertinent to the sale.
Every demand is relayed without obvious reasoning.
What is going on? These agents are afraid of their clients (normally a buyer). They don’t question. They “pass along”. Why? They are hanging on to make the sale. They fear the customer.
Scared agents are afraid to ask their customer “Why?”
Scared agents are afraid to make suggestions.
Scared agents are afraid to explain how their customer’s actions, contract, or requests will be perceived.
Scared agents are afraid to lose.
Scared agents are just… scared.
This is a disservice. It doesn’t help the customer win the sale. It doesn’t help further negotiations down the line. It makes it harder for the other agent to do their job.
This is normally a symptom of a newer agent (not always), an agent who “needs” business, an agent going into a different type of sales from what they are used to (commercial, residential), or an agent who is outside of his normal price range (usually higher).
What can a scared agent do?
Take a pause. You are in control of the transaction. You are a professional. You’re there to help your customer. That’s why they involved you in the sale. No matter how much reading your customer does about real estate, no matter how wealthy they are, no matter what profession they are in, no matter how pushy they may act, you are the boss. They have chosen to work with you. You are worthy of respect, and they want your advice. They don’t have to agree with it, but they will respect you back if you tell them:
“This is how adding so many contingencies may affect your chances of success.”
“Maybe it’s not a problem.”
“I think the seller may react xyz if we present it like this.”
“Proof of funds is required for me to present an offer.”
“Not in my experience.”
“That may not work.”
No one wants to work with a scaredy agent. Confidence stems from knowing your stuff. Confidence also comes from curiosity. Ask questions. Give advice. Take yourself out of your own mind. Laugh. Take a breath. And don't be frightened.
It's Wendy… It’s Sold!
Wendy Rulnick, Broker, Rulnick Realty, Inc.
Email Wendy: firstname.lastname@example.org
Wendy Rulnick, Broker, lists and sells real estate in Destin, Santa Rosa Beach, 30A, Miramar Beach, Crestview, Sandestin, Seaside, Rosemary Beach, Okaloosa Island, Fort Walton Beach, Niceville, Freeport, Bluewater Bay, Navarre, Florida.
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