365 Tips To Becoming A Successful Realtor®
Tip #66 - Always Take Time To Make a Sale!
I had a strange call this week from a newby agent in the area who had buyers writing an offer on one of our listings. He was very anxious to present the offer to my sellers in person and he called to make an appointment. As we compared calendars with all of the parties involved, it became apparent that there was only a small window of time that worked for everyone. Everyone except the buyer's agent that is!
It seems that he signed up for a class at his office on lead generating. The class is only offered every few months and he missed the last one. The only time that my clients can make it (before the offer expires) is at the same time that the class is being held. He really struggled with his situation and called me back several times.
Finally, on his 4th call, I asked him, "Which is more important to you right now? Learning to do the business or actually doing the business and making a sale?"
He let out an uncomfortable laugh.
I finished with, "Always take time to make a sale."
Mark Hall
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Great advice! Thanks for sharing!
that must have been an odd situation, however, that sis great advice. Thank you Mark
We can spend months getting ready to help a client, and sometimes we are so worried about learning we miss a lot of chances to help a client
Absolutely! The client always comes first!
Great story... you wouldnt think there was much of a choice... always take care of what you have today...
Yes are so right? Do you want to do the business or learn how to do the business. Education is so important but you got to do it!
Of course he created the problem by including the "drop dead" clause in the offer. These expiration clauses are self defeating. The buyer can always withdraw an offer if they believe that the seller is dragging their feet or the seller's agent is "shopping" the offer.
I have a signed Withdrawal in my file when I present or send an offer, but don't put the contract at risk with a drop dead clause.
Perfect Advice. I always feel like you learn the most when you're actually thrown in the middle of it and you have to do it. What better lead generation then showing your client that you're available for him and want this to go smooth for them...if you provide quality service they will definitely refer you.
ABC. Always Be Closing.
ah... the curse of the noob
There's gotta be a magic pill out there... somewhere....
Fail Forward Fast
I have to say that it was a little bit weird. I almost felt like his father saying, "Son, a bird in the hand is better than..."
My clients think that I am the best agent ever for being so flexible.
Seems like a no brainer to me...GO GET THE BUSINESS!!!
Pretty funny, but good advice!
It is about as Michael Jordan says "Just do It" It is not complicated, thanks for the great post.
Mark
Have you suggested to this newbie agent to get on AR? Maybe you can - there have been some great blogs written - as a matter of fact, yours! I have been blogging about the 180 critical things a realtor does - I'm on Part 4. As we all know, AR is a great resource for education and learning. Thanks Mark.
Object lessons are always the best ones, Mark. Sounds like this newbie learned a thing or two from you. I hope that he doesn't make that mistake again.
Definetely a no-brainer... poor guy he was overwhelmed
Always amazing...I hope you are writing a book!
Mark,...Actually doing always trumps the learning ! very cute scenario.
R/Angela
The unfortunate reality of this business is that there is really nothing that can prepare you for all the various obstacles that you may encounter, and there is no real-world training, per say, in real estate school; while I see the merit of participating in whatever training one can possibly attend... well, it certainly seems logical that participation should not occur at the detriment of the job itself! Yikes...
I am a huge fan of CE. "The more you learn, the more you earn" But I have to say experience seems to teach the biggest lessons, and lets face it these days there's seems to be a new lesson with every contract. Good for you to pass on that advice.
I can't wait to see the rest of your tips!
Why did he insist on being their to present the offer. I would trust that you are fully capable of handling the negotiations on your end. If he really needs to talk to them, you could always set up a conference call. Before he drives over and wastes time, he should check out www.meetordie.com Great application to tell you what the cost of your unnecessary meeting will be...
Experience is the best educator. Maybe if the agent had taken the time to slow down and really think about the situation he would have made the correct decision. He was probably overwhelmed with the situation.
Mark,
Jeez! What an ...I was going to be unkind. You handled it right.
I always remember this advice learned early in my career at a seminar, "The first priority everyday is to sell a home." It helps keep activities in perspective.
Curious as to why he needed to present the offer? Did the Sellers accept? I'm not a fan of buyer's agents presenting offers, I'm quite capable, thank you!
Kathy My thinking exactly, why not let the listing agent do their job and you do your job. I have not had a good coutcome when the buyers agent presents.
Maybe, just maybe his brokerage should teach him what is more important. OUCH, time to get him to talk to Brian for recruiting as it sounds like he needs some direction.
I completely agree with you, but I get his dilemma. In the end though, the sale is what this is all about. BTW, I love your pic!
Mark:
It is always difficult to find the time to take valuable classes. There usually seems to be something else that is preempting it. However, actually writing business must come before sitting in a class.
Mark, I sure the newbie learned a valuable lesson from you on this one. The client always comes first.
I only present offers to sellers when the seller is my client or if they are a FSBO. As a buyer's agent I make the offer to the seller's agent.
But a "bird in the hand" and "striking while the fire is hot" always takes precedent over sitting in a class room.
Mark - Thats a new one on me, our buyers agents don't present offers to our seller's we do. I am sure it may be a regional or local issue. Just something new to me. I would have told him, go to your class I have it covered. Make a friend and get an offer. Outstanding!!!
Wow, Mark... sounds like you helped the newbie agent see the forest for the trees. Good job!
Sometimes, to be successful, we just have to get out our own way.
Very good advice. I'll always pass on meetings or training if I have a client to focus on. On the job training is always the best!
Paying customer always comes first. Training can always be rescheduled.
Good Advice... The longer you put it off more likely the client will go somewhere else. Take care of the client first.
That about says it! When the business is right there in front of you, you don't have to worry about lead generation.
Well said! When we begin, we often lose our focus...it's about generating a sale...the old bird in the hand idea.
In this business, the client must be your priority, if you know your time is tight, arrange for a longer irrevocable period.