It was July when I received a call from a prospective client while I was sitting in the very coffee shop that I'm sitting in now writing this post. She said, "I'm not happy with how my current realtor is handling my home. It hasn't sold yet. I need someone to sell my house."
I asked her where she found me and it turned out that I was on call that day, and the call had been forwarded from my office. I set a listing appointment date and started assembling the information that she would need to make an informed decision.
4 days later, there I was heading to her house to present my marketing plan. Given the market conditons, and what the media is telling everyone, I was expecting two things. 1) I was expecting to get the listing. 2) I was expecting it to be difficult to do so.
I did not get the listing that day...but, I did something that 4 other realtors who interviewed with her must not have done. I followed up. I persisted. I continued to send valuable information to her, and I showed her what was going on in the marketplace.
Week after week I would contact her, first with a phone call which was not taken, nor returned, and then with email, which was received, but I never received a response.
Then, last week, I decided to go all in with my last e-mail, and it went something like this:
Good afternoon <client>. How are you? I’ve always been told that persistence pays off which is why I haven’t given up on helping you sell your home if you’re still in the market. In fact, since I have a renewed interest in working your area more often, since it is near where I grew up, and in light of the condition of the economy, I would like to propose a lower listing commission rate than I had originally discussed with you. If you’re still interested in using me and my technical expertise I will not let you down. Thanks so much for your time.
What have I got to lose right? I figured I probably wouldn't hear from her again.
Today this prospective client called me. She wants to start the process. I've gained her trust and now I can show her how to sell a house. My next challenge is to lead her to price the home properly for her market so it doesn't sit vacant anymore.
Persistence pays, even if it means risking rejection. For I would rather have risked it all than not to have done anything. It's a lot like love. When you love someone, no matter what, go for it. Go big or don't go and then leave the rest to the rest of us...we'd be happy to have her.
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