HOT BUTTONS WHEN TO USE THEM AND WHEN TO KEEP YOUR MOUTH SHUT!!!

By
Real Estate Agent with EXIT REALTY FOUNDATIONS

How many Brokers and Agents get miffed with lack of listing from agents !!!!

I did a 2.5 hour class with 9 agents (i limit my class to 9 first come first serve) and after i prove howwwwwwwwwwwwwwwwwwwwwwwwwwwww easy it is to get FSBO'S (for sale by secret)

in our area FSBO's are drying up as the market is changing fast going to firm and not going down as we have been the last 18 months in some area's up to 40% DOWN from 2005 ....

We had our class but i do it different then most i ask questions that put agents on edge ,,,ya that's right i put them in the spotlight by teaching the 6 minute contract class then i stop and point to a agent and say im the seller and Mary why should list with you and not the Balloon company who will list my home for only 5%......the caught in the head-light look is better then HBO any day ,i teach the agents to think like a thief or chess player ,,,,that is to say think any permutation of any question and answerthat a client will ask will be dealt with and answered with no hesitation or shifty eye non contact.

 Example ::: when reading the contract up side down and showing the client a point on it i stop and say Mary why you at 5% ...she says right of the bat ,without blinking or hesitation ..Sir when a buying Real Estate agent has 6 homes on his desk to show and he spread them out going from 2% to 4% the 2% home the buyer will never see it will be dumped in the garbage bin (its greedy nature of more money from more commission equates to

$200,000 home 2% COMMISSION TO YOU IS $4000 BEFORE BROKER SPLIT

$200,000 home 4% COMMISSION TO YOU IS $8000 BEFORE BROKER SPLIT .....SO YOU REALLY THINK MR AND MRS BUYER WILL EVER SEE THE 2% HOME .............................

Mary was the best person with the quickest reply saying seeing the buying agent with all the homes spreed out which one would you show the buyers......

So we went out and first FSBO's i went down any road America and found two homes for sale a Coldwell Banker home next to a FSBO's i called the Coldwell Banker agent and showed the 9 agents every thing about a Florida home :

1...how to tell a CBS home from frame stucco

2...to tell if a/c unit is as old as home and what a 12 seer means

3...How to walk into a room and instantly measure the room in 3 seconds .Coz most people don't know the difference between a standard 7' by 3' door and tiles which are 12 " or 18" or what there out stretched arms measure ...

4...Take them out side and show brass nail in street which is the lot boundary mark (all 9 agents were blown away when showed how to tell where the lot starts and ends

5...some of the agents couldn't tell the difference between A/C unit and pool heater ,propane buried tank which shows only green 24" lid with a small GRAB hole i said BILL lift the lid to show all whats under it ,then i told him to stop as under neath a lot of the time a Snake will be hiding under it !!!!!!

6...tell if stove is old or cleaned up old or new never used (Its amazing how many have the pregnant pause moments if you cant be always pointing out things in the home and when your driving between homes ,always be pointing and showing off your neighborhood

7...and where to look for old damage etc

Then i called on speaker phone the FSBO's next door and said My name is Wayne Furlong from Exit realty i am next door showing your neighbors home and two of our 9 agents want to know more about your home ,how many square feet is the home and when was it built(i asked 20 questions and never asked the price seller will always give )i asked is it possible to show. she said shes at work, then she went on to say she has a real estate license and 4 other home shes trying to sell

so we have a possible 4 homes and a new recruit and it took only less then 1 hour  ,,my Agents are stoked and ready to go ..... i got back and said who wants to go back and see if we can get the homes all wanted to go as the seller has her License with a small independent brokerage and has a full time job ,,

We will know how successful we are next week!!!

ALLS IM SAYING IS GET LISTINGS NOW OR JUST BE A "SHOULDNT OF DONE IT AGENT"

 

Comments (2)

Edie Lomason
Michael Saunders & Company - Venice, FL
BA, ABR

Good point about the snake.  I open things all the time.  Next time I will be more cautious.  I have run across bees in a water meter hole. Nice  blog.

Edie

Sep 01, 2008 12:46 AM
Brian W. Nichols
OWNER/Exit Realty Metro Dallas - Dallas, TX

Wayne your insights are always cutting edge! You are a niche agent with great creativity! Thank You  Brian W. Nichols

Sep 11, 2009 03:23 AM