Clients come to me because they have a need. They are not stupid, they know they have a need. Renting want to buy, Need more space, Down sizing what ever the need they know it. So this seems an easy fix, Right?
Well not so. In fact one of the most basic human instincts is to resist change. To stay the same is comfortable, they know what to expect, there are no surprises, there is no risk, they don’t have to DO anything. Just staying in the same place is easy even if it has become a negative situation.
Thus the “Change Agent”. We are the bad guys who make them DO Something. We are not selling them a house we are making them DO something. We are going to facilitate a Change in their lives.
We have many tricks up our sleeves, I can listen and understand their needs, I can communicate with them on a daily bases. I can introduce them to the line up of professionals that will be working on the transaction, like my favorite Loan Officer. I can empathies with there current situation and show them how to remedy it. I have colorful flow charts that show all the steps in the transaction, I can make a colander of events (how many days for all the contingencies), Heck I can even guarantee my services.
For all the toys in my box I can’t make them DO it. No one can.
I am a Change Agent. A Realtor just writes the deal, but the Change Agent can see who is ready to Do it, then writes up the deal. Looking for the “Perfect Place” was a trick the client uses to put off the Change Agent. We all know there is no perfect place, there are compromises on all places (or we would be living in mansions that only cost $1).
So my quest is to become a better Change Agent. I want to help my client to do what it is that they wanted to do when we first talked.
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