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My New Exceptional (the anti-arrogance)

By
Real Estate Agent with Realty One Group # S.0190863

Well, to put it into 2023 terms, imagine a 1 man office earning 6 to 8 million in commissions each year.  That was one of my mentors along the way. While 99% of agents in his marketplace had nowhere near his level of marketing expertise or discipline, he never spoke down to them. He treated them with respect, kindness and patience. Now, let me tell you about the opposite.  This story takes place in Las Vegas in the month of July, 2023:

I have a client that was looking to buy a home closer to his new job. He asked me to show him some homes near there. We first encountered 1 agent that I have heard some bad things about.  They own dozens of properties in town, have tenant in each and list them for prices above market value. And if you buy it, after close of escrow you have to buy the tenant out of their lease. And the tenants are highly uncooperative in showing and the agent doesn't care. So, first we had to eliminate tenant properties from our search.  Next we encountered a wave of agents that didn't return phone calls, or said they would arrange the showing - only to never hear from them again.

By this time, I had to cancel 3 appointment with my buyer because I couldn't get the cooperation to show properties to them.  Finally, I found three properties to show.

The "________ Team"

My buyer saw the three properties and asked to make an offer on one. So I wrote it up.  This particular listing "team" is one where they agent doesn't speak to you.  When you call, you get an assistant.  There is no effort to help get the home sold by coop agents. Unfortunately, working an offer with them is even worse.  Shortly after the offer was submitted, the agent from the team wrote to say they had been through one round of multiple "highest and best" offers and suggested I do the same. So, I called my client and he said make it a full price offer (it was a manufactured home and full price was still just $210,000). I notified the team that we raised our offer to $210,000.  Our offer expired on the 22nd.  On the 24th, the team said they were still trying to reach the seller as they had supposedly been unreachable.

On the 25th, I saw the list price had been reduced from $210,000 to $200,000. I called (speaking to the assistant - naturally) and was told they had been unable to reach the seller for a week.  Yeah, that's right, the assistant told me they could not reach the seller. I pointed out the fact that they had to have reached the seller to get approval to lower the price.  I received no reply.

Then suddenly within 10 minutes I get an email telling me they had reached the seller and the seller rejected our offer. The property remained on the market for 4 more days at the lower price before it showed as having an accepted offer. An offer that came in from their own team.

A New Resolve

That was the straw that broke the camel's back. So here is my new way to bring a higher level of excellence to my business.

I had a condo come up for sale on Wednesday. When it hit the market, I had priced it to get a frenzy of activity.  It got just that. I received 9 offers in 3 days. And my new excellence is how I am treating the other agents with respect, kindness and patience. Despite the frenzy, I made sure every text, voicemail and email was returned that day. I also made sure that they were made to feel important by how I communicated with them.

Next, I didn't open any of the offers prior to submitting to the seller to make sure I didn't unduly influence events. Especially I didn't want to write an offer for $100 over a competitor because I had inside knowledge. Each day I sent an email to all agents who had written offers to let them know when all offers were to be presented as well as thanking them for their professionalism.

Finally, when we had an accepted offer, I contacted each agent to thank them for their offer and to earnestly wish them well in finding their buyer the perfect home.

So my new excellence is to go out of my way to make sure any agent I deal with is made to feel important. I want them to feel as if I respect them and would truly love to do a transaction with them.  And maybe one day, if we all do that, perhaps folks like that "team" will go out of business as agents discover where it is easier to do a professional and smooth transaction.

Oh, and my client?  He not only got several offers more than 5% over list price, he also made an offer on a home much nicer than the one the "team" jerked him around on.

 

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Bill Salvatore - East Valley
Arizona Elite Properties - Chandler, AZ
Realtor - 602-999-0952 / em: golfArizona@cox.net

Thanks for sharing and enjoy your Sunday!

Bill Salvatore, Realtor- Arizona Elite Properties

Jul 30, 2023 12:33 PM
Kathy Streib
Cypress, TX
Home Stager/Redesign

Hi Rocky- I would expect nothing less from you!!  In particular, I appreciate that you do not open the offers prior to submitting them to the seller. I read so much about agents who play games just so that they get their own offer accepted. When did we forget that the client is the person who should win and that agents are not (or should not be) the enemy. 

 

By the way...congratulations!!!

Jul 30, 2023 01:03 PM
George Souto
George Souto NMLS #65149 FHA, CHFA, VA Mortgages - Middletown, CT
Your Connecticut Mortgage Expert

Rocky I am amazed people can stay in business with business practices like the Agents you mentioned in this blog.

Jul 30, 2023 02:36 PM
Lise Howe
Keller Williams Capital Properties - Washington, DC
Assoc. Broker in DC, MD, VA and attorney in DC

Agents are the best part of our business and the worst. This is a great example of the bad part and you balance it out. One transaction at a time

Jul 30, 2023 06:23 PM
Brian England
Ambrose Realty Management LLC - Gilbert, AZ
MBA, GRI, REALTOR® Real Estate in East Valley AZ

You are definitely the type of agent that I enjoy dealing with and it is really sad that we have to deal with agents like those that you mentioned in your post.

Jul 31, 2023 09:42 AM
John Meussner
Mortgages in AZ, CA, CO, DE, FL, GA, IN, MD, MN, MT, NC, NJ, NV, OK, OR, PA, SC, SD, TN, TX, UT, VA, WI - Fair Oaks, CA
#MortgageMadeEasy Fair Oaks, CA 484-680-4852

Ugh, your example of dual agency gone wrong is why I feel it should be banned, that's unacceptable behavior.  I love that you go out of your way to communicate well and treat others in the transaction as professionals, exceptional indeed.  Thanks for your entry, Rocky!

Jul 31, 2023 09:58 AM
Margaret Rome Baltimore 410-530-2400
HomeRome Realty 410-530-2400 - Pikesville, MD
Sell Your Home With Margaret Rome

Rocky Dickerson

Thanks so much for your entry.  Oh if we could get everyone to follow this example:

''And my new excellence is how I am treating the other agents with respect, kindness and patience.''

Jul 31, 2023 09:51 PM
Ed Silva, 203-206-0754
Mapleridge Realty, CT 203-206-0754 - Waterbury, CT
Central CT Real Estate Broker Serving all equally

It is that type of agent that will suffer the most when the business returns to a semblance of balance and sellers have to be kind to buyers. You maintained a level above those around you and in the end, it worked far better and all that tried to get that bid will remember you for the professionalism you displayed.

Aug 01, 2023 05:19 AM
Mike McCann Nebraska Land Broker
Mike McCann - Broker, Mach1 Realty Farm & Commercial Land Broker-Auctioneer Serving Nebraska - Kearney, NE
Farm & Commercial Property For Sale 308-627-3700

Rocky Dickerson I have experienced what you are saying. We do not have many real teams here in our neck of the woods but, like you, I let my clients know what agents and brokerages have issues.  It is always the same ones. 

Returning a text or email or call is one of the easiest things to do...never understood why people do not do it right away.    Great blog!!

Aug 01, 2023 09:26 AM
Kathy Streib
Cypress, TX
Home Stager/Redesign

Aug 05, 2023 06:12 PM
Wayne Martin
Wayne M Martin - Oswego, IL
Real Estate Broker - Retired

Good morning Rocky. People prefer to do business with people who are easy to deal with. It takes a long time to get a good reputation but  bad one can be had by one transaction. Your method is best for continued success. Enjoy your day.

Aug 06, 2023 05:14 AM
Leanne Smith
Dirt Road Real Estate - Golden Valley, AZ
The Grit and Gratitude Agent

As Kathy said, I would expect nothing less from you.  Your comments about teams seems to be something lots of agents here on AR are experiencing. Congratulations on having a happy client. Good morning as well.

Aug 06, 2023 08:51 AM
Dorie Dillard Austin TX
Coldwell Banker Realty ~ 512.750.6899 - Austin, TX
NW Austin ~ Canyon Creek and Spicewood/Balcones

Good morning Rocky,

I'm so glad that Kathy Streib featured your post in her "Ah-Ha" moments for the week. It always amazes me how some of these agents you tried to work with survive in this business but unfortunately many do. I to would expect nothing less from you. Like any industry we have our share of jerks but its agents like you that help restore faith there are good agents out there elevating our reputation.

Aug 06, 2023 10:10 AM
Nick Vandekar, 610-203-4543
Realty ONE Group Advocates 484-237-2055 - Downingtown, PA
Selling the Main Line & Chester County

One of our team leaders lets each buyer agent know what the highest and best offer is that has been received. If we have multiple offers, our management wants us to not submit our own offers but have our manager handle the multiple offer presentation with the seller so there is no sense of impropriety as you mention. I have tried the above once or twice and found agents and buyers appreciate knowing what is happening, where the price is, so they do not feel left out or in the dark after submitting their offer. They can then make a decision based on knowledge rather than guesswork.

Aug 07, 2023 01:05 PM
Jan Green - Scottsdale, AZ
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

Good for you Rocky!  I'd expect nothing less than the service you describe that YOU delivered.  It's painful to hear about unscrupulous agents/teams.  Karma will rectify that situation, eventually.  Until then, you'll be seen as a top notice agent in your area!

Aug 08, 2023 06:38 PM
Debe Maxwell, CRS
Savvy + Company (704) 491-3310 - Charlotte, NC
The RIGHT CHARLOTTE REALTOR!

I love your approach, Rocky and have to say that I do the same with agents here. I feel like that has a LOT to do with why I win almost every single bidding war I'm a part of - that reputation for respect is not common in our sea of 17,500+ agents! I'll gladly stand out as a great team player when I KNOW it impacts my clients! 

Fantastic approach and congrats on two great sales to end your month of July too! 

Aug 10, 2023 08:50 PM
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

It’s always the opposite of what you think. More flowing the natural kind of state rather than trying so hard to be perfect, you know

Aug 10, 2023 10:00 PM
Kathy Schowe
California Lifestyle Realty - La Quinta, CA
La Quinta, California 760-333-8886

People remember how we make them feel... I remind myself of this all the time!  Great post!  Kathy

Aug 11, 2023 10:16 AM