Betsey was the opposite of the open client. She came referred to me by CB's relocation department as a "no brainer." She said she wanted to see a property over in SW Philadelphia, make an offer on it, and buy it cash.
She said she had looked on her own for a long time and this was THE property. She was expanding her limousine business and needed a larger garage to park her limos. Okay, sounded good.
She contacted me and I made arrangements. She professed to be so thankful because, she said, I was the only agent who'd responded to her.
She showed up and we looked at the property. She acted as though it was a done deal. She said she'd call me later that afternoon and come down and write up the offer. She just had to nail down a couple of things and figure out what she wanted to offer.
I gave her my standard: "Take all the time you need to decide, but once you decide, pull the trigger right away because there's no downside to waiting."
We parted and waited. No call from done deal. I called her and left messages, but they were never returned. I never heard from her again.
So much for Ms. Done Deal. She obviously had things she wasn't open with me about.
I'm trying to create savvier real estate customer. Is this working?
Want Sherpa thoughts on entrepreneurship? Go to www.hatman2.blogspot.com.
Want Sherpa to publish your poem or short story? Go to www.byandforwriters.blogspot.com
Want Sherpa tips on writing? Go to www.timswritingblog.blogspot.com.
Or want to read my first book for free, or maybe get it? Go to www.kearneymusicschoolmurders.blogspot.com.
Friday, February 26, 2010
Monday, February 22, 2010
Ideal Client #3: Open Client
The open client is transparent. You know what they're thinking and what they way because they share it with you and what they do is congruent with what they say.
Jon was from Wisconsin, so am I. Maybe that's why we clicked. He was looking for a house for cheap he could fix up. He was interested in one of my listings because it was in terrible shape. There had been a fire and there was a hole in the roof. Everything that should have been down was coming up and everything that should have been up was coming down.
He looked at it, but was too big. He asked me about others in the neighborhood. I gave him all the data I could find, which wasn't too much and kept an eye out for others coming on the market from time to time. He went back to a couple of the others but couldn't get a firm read on whether they wanted to sell them or not.
He came back to see mine, we made an offer, and it was accepted. I got both sides of that transaction, which was nice. He invited me back to see it a year later. He'd done wonderful things with it.
Next time I'll tell you about the seller, who was far from transparent.
I'm trying to create savvier real estate customer. Is this working?
Want Sherpa thoughts on entrepreneurship? Go to www.hatman2.blogspot.com.
Want Sherpa to publish your poem or short story? Go to www.byandforwriters.blogspot.com
Want Sherpa tips on writing? Go to www.timswritingblog.blogspot.com.
Or want to read my first book for free, or maybe get it? Go to www.kearneymusicschoolmurders.blogspot.com.
Jon was from Wisconsin, so am I. Maybe that's why we clicked. He was looking for a house for cheap he could fix up. He was interested in one of my listings because it was in terrible shape. There had been a fire and there was a hole in the roof. Everything that should have been down was coming up and everything that should have been up was coming down.
He looked at it, but was too big. He asked me about others in the neighborhood. I gave him all the data I could find, which wasn't too much and kept an eye out for others coming on the market from time to time. He went back to a couple of the others but couldn't get a firm read on whether they wanted to sell them or not.
He came back to see mine, we made an offer, and it was accepted. I got both sides of that transaction, which was nice. He invited me back to see it a year later. He'd done wonderful things with it.
Next time I'll tell you about the seller, who was far from transparent.
I'm trying to create savvier real estate customer. Is this working?
Want Sherpa thoughts on entrepreneurship? Go to www.hatman2.blogspot.com.
Want Sherpa to publish your poem or short story? Go to www.byandforwriters.blogspot.com
Want Sherpa tips on writing? Go to www.timswritingblog.blogspot.com.
Or want to read my first book for free, or maybe get it? Go to www.kearneymusicschoolmurders.blogspot.com.
Thursday, February 18, 2010
Irresponsible Client, part 2
As we left part 1, I was waiting for the check. It arrived by overnight mail the next day, and I took it up to the agent.
Some days later, he told me their check had bounced. He said if they sent him a good check for the entire escrow amount (Escrow is usually paid one part with the offer and the rest of it at a later time, usually 10 days or 2 weeks) they'd be fine. I called Jim and left a message. He never returned my call. I called him several times, and finally I got Judy who gave me a litany of excuses. She said she'd tell Jim about it and they'd get a check in the mail.
Then they called my manager, and complained that I was "the worst realtor in the world." They wanted the house but didn't want to work with me. He suggested he handle it, and I said fine and gave him all the gory details. Funny thing, he was even a bigger nagger than I was. I said I'd split the commission with him.
He called them and tried to get them to live up to their responsibilities, but he never heard from them either.
No check ever arrived, despite the dedicated work of two agents. The seller finally lost patience and put the house back on the market and it sold a month or so later despite my constant nagging. Through their irresponsibility, they lost the house.
In retrospect, I don't know what their game was. They seemed like reasonable people, but it turned out, not. I took their evaluation of me as the "worst" realtor in the world a compliment. It's hard to be the best or worst at anything, because you have such a huge number of competitors.
I'm trying to create savvier real estate customer. Is this working?
Want Sherpa thoughts on entrepreneurship? Go to www.hatman2.blogspot.com.
Want Sherpa to publish your poem or short story? Go to www.byandforwriters.blogspot.com
Want Sherpa tips on writing? Go to www.timswritingblog.blogspot.com.
Or want to read my first book for free, or maybe get it? Go to www.kearneymusicschoolmurders.blogspot.com.
Some days later, he told me their check had bounced. He said if they sent him a good check for the entire escrow amount (Escrow is usually paid one part with the offer and the rest of it at a later time, usually 10 days or 2 weeks) they'd be fine. I called Jim and left a message. He never returned my call. I called him several times, and finally I got Judy who gave me a litany of excuses. She said she'd tell Jim about it and they'd get a check in the mail.
Then they called my manager, and complained that I was "the worst realtor in the world." They wanted the house but didn't want to work with me. He suggested he handle it, and I said fine and gave him all the gory details. Funny thing, he was even a bigger nagger than I was. I said I'd split the commission with him.
He called them and tried to get them to live up to their responsibilities, but he never heard from them either.
No check ever arrived, despite the dedicated work of two agents. The seller finally lost patience and put the house back on the market and it sold a month or so later despite my constant nagging. Through their irresponsibility, they lost the house.
In retrospect, I don't know what their game was. They seemed like reasonable people, but it turned out, not. I took their evaluation of me as the "worst" realtor in the world a compliment. It's hard to be the best or worst at anything, because you have such a huge number of competitors.
I'm trying to create savvier real estate customer. Is this working?
Want Sherpa thoughts on entrepreneurship? Go to www.hatman2.blogspot.com.
Want Sherpa to publish your poem or short story? Go to www.byandforwriters.blogspot.com
Want Sherpa tips on writing? Go to www.timswritingblog.blogspot.com.
Or want to read my first book for free, or maybe get it? Go to www.kearneymusicschoolmurders.blogspot.com.
Monday, February 15, 2010
Irresponsible Client, part I.
The irresponsible client: I was having coffee in a well-known caffeine den just down the street from my office. I overheard a male-female couple discussing looking for a home. I said, "Excuse me, I couldn't help overhearing your conversation. I'm a Realtor. Can I answer any questions for you?" Call them Jim and Judy.
Their eyes lit up and they said, yes I could. They were only in town, up from Virginia, for a couple of days, and could I show them some places. We talked a little about what they were looking for and so forth. I took them to my office, and pulled down some properties.
Over the next couple of days I showed them about eight houses. They liked a really nice one in down South Philly, and said they wanted to make an offer. I contacted the listing agent and asked him if there were any offers on the table. He said they weren't, please submit one. It turned out that he owned the house. He'd recently renovated it and was trying to move it as quickly as possible.
We wrote up the offer the afternoon of the second day. I asked them for a check for the first escrow deposit. Jim said he'd "forgotten" his checkbook. Maybe a bad sign, maybe no big deal. He said he'd be sure to overnight the check the day they got back to VA. I called the listing agent and explained the situation. He said fine, bring in the offer. As long as the check got there within the next couple of days we were good. To be continued.
I'm trying to create savvier real estate customer. Is this working?
Want Sherpa thoughts on entrepreneurship? Go to www.hatman2.blogspot.com.
Want Sherpa to publish your poem or short story? Go to www.byandforwriters.blogspot.com
Want Sherpa tips on writing? Go to www.timswritingblog.blogspot.com.
Or want to read my first book for free, or maybe get it? Go to www.kearneymusicschoolmurders.blogspot.com.
Their eyes lit up and they said, yes I could. They were only in town, up from Virginia, for a couple of days, and could I show them some places. We talked a little about what they were looking for and so forth. I took them to my office, and pulled down some properties.
Over the next couple of days I showed them about eight houses. They liked a really nice one in down South Philly, and said they wanted to make an offer. I contacted the listing agent and asked him if there were any offers on the table. He said they weren't, please submit one. It turned out that he owned the house. He'd recently renovated it and was trying to move it as quickly as possible.
We wrote up the offer the afternoon of the second day. I asked them for a check for the first escrow deposit. Jim said he'd "forgotten" his checkbook. Maybe a bad sign, maybe no big deal. He said he'd be sure to overnight the check the day they got back to VA. I called the listing agent and explained the situation. He said fine, bring in the offer. As long as the check got there within the next couple of days we were good. To be continued.
I'm trying to create savvier real estate customer. Is this working?
Want Sherpa thoughts on entrepreneurship? Go to www.hatman2.blogspot.com.
Want Sherpa to publish your poem or short story? Go to www.byandforwriters.blogspot.com
Want Sherpa tips on writing? Go to www.timswritingblog.blogspot.com.
Or want to read my first book for free, or maybe get it? Go to www.kearneymusicschoolmurders.blogspot.com.
Thursday, February 11, 2010
Responsible Client
Responsible clients live up to their obligations as spelled out in the agreement of sale. The agreement of sale, once signed by both parties who are legally empowered to sign, is a legal contract binding on both. One of those responsibilities is to provide escrow payments on time as promised.
George (fake name) wanted a bigger house for his family. He got approval on the internet for a mortgage of $175,000. He didn't want to take on that much and we looked for a $75,000 home for him and found it. We made an offer and it was accepted with $6,000 to be paid into escrow, half with the offer and the other half ten days later. He provided a check for the initial payment with the offer, and 10 days later, he came across with the second installment, right on time. Both checks were good.
He ultimately didn't get his house because the mortgage fell through.
I'm trying to create savvier real estate customer. Is this working?
Want Sherpa thoughts on entrepreneurship? Go to www.hatman2.blogspot.com.
Want Sherpa to publish your poem or short story? Go to www.byandforwriters.blogspot.com
Want Sherpa tips on writing? Go to www.timswritingblog.blogspot.com.
Or want to read my first book for free, or maybe get it? Go to www.kearneymusicschoolmurders.blogspot.com.
George (fake name) wanted a bigger house for his family. He got approval on the internet for a mortgage of $175,000. He didn't want to take on that much and we looked for a $75,000 home for him and found it. We made an offer and it was accepted with $6,000 to be paid into escrow, half with the offer and the other half ten days later. He provided a check for the initial payment with the offer, and 10 days later, he came across with the second installment, right on time. Both checks were good.
He ultimately didn't get his house because the mortgage fell through.
I'm trying to create savvier real estate customer. Is this working?
Want Sherpa thoughts on entrepreneurship? Go to www.hatman2.blogspot.com.
Want Sherpa to publish your poem or short story? Go to www.byandforwriters.blogspot.com
Want Sherpa tips on writing? Go to www.timswritingblog.blogspot.com.
Or want to read my first book for free, or maybe get it? Go to www.kearneymusicschoolmurders.blogspot.com.
Monday, February 8, 2010
Discourteous Client
Don't be like Sue (fictitious), the last buyer I helped look for a house. A friend called me and asked me to help her. I said I would and got the details.
I got there a little early, turned on all the lights, walked around to orient myself and form an opinion about the place, and got out the appropriate paperwork including the specs of the house, some additional stuff about its history, and the Consumer Notice, a form all real estate agents are required by law to go over at the first meeting.
She showed up right on time. She smiled as we shook hands and introduced ourselves.
I pulled out the Consumer Notice and said: "I'm sorry this is a little boring, but the lawyers make me do it." Most buyers are very tolerant of it.
I started to go through it with her and she looked at me as though I were scum. Absolute scum. Here I was, living up to my responsibilities as a licensed agent, and she was looking at me as though I were scum.
She said, "I've never had an agent put me through this."
I said, "I'm sorry it's annoying, I know. I don't know what other Realtors do, but it's required by law."
She stood there while I "put her through it." I asked her to sign it, she said she wouldn't. I wrote on it, "presented on (date) client refused to sign," and proceeded to show her the house. She followed me around without saying anything and when we were done looked at me and said, "I don't think so," and walked out.
I turned off all the lights, locked all the doors, left, and never showed another house. With people like that, who needs to show houses.
Don't be like Sue. Realize that your agent is (in most cases) trying to do his or her best work.
I'm trying to create a more informed real estate customer. Is this working?
Want Sherpa thoughts on entrepreneurship? Go to www.hatman2.blogspot.com.
Want Sherpa to publish your poem or short story? Go to www.byandforwriters.blogspot.com
Want Sherpa tips on writing? Go to www.timswritingblog.blogspot.com.
Or want to read my first book for free, or maybe get it? Go to www.kearneymusicschoolmurders.blogspot.com.
I got there a little early, turned on all the lights, walked around to orient myself and form an opinion about the place, and got out the appropriate paperwork including the specs of the house, some additional stuff about its history, and the Consumer Notice, a form all real estate agents are required by law to go over at the first meeting.
She showed up right on time. She smiled as we shook hands and introduced ourselves.
I pulled out the Consumer Notice and said: "I'm sorry this is a little boring, but the lawyers make me do it." Most buyers are very tolerant of it.
I started to go through it with her and she looked at me as though I were scum. Absolute scum. Here I was, living up to my responsibilities as a licensed agent, and she was looking at me as though I were scum.
She said, "I've never had an agent put me through this."
I said, "I'm sorry it's annoying, I know. I don't know what other Realtors do, but it's required by law."
She stood there while I "put her through it." I asked her to sign it, she said she wouldn't. I wrote on it, "presented on (date) client refused to sign," and proceeded to show her the house. She followed me around without saying anything and when we were done looked at me and said, "I don't think so," and walked out.
I turned off all the lights, locked all the doors, left, and never showed another house. With people like that, who needs to show houses.
Don't be like Sue. Realize that your agent is (in most cases) trying to do his or her best work.
I'm trying to create a more informed real estate customer. Is this working?
Want Sherpa thoughts on entrepreneurship? Go to www.hatman2.blogspot.com.
Want Sherpa to publish your poem or short story? Go to www.byandforwriters.blogspot.com
Want Sherpa tips on writing? Go to www.timswritingblog.blogspot.com.
Or want to read my first book for free, or maybe get it? Go to www.kearneymusicschoolmurders.blogspot.com.
Thursday, February 4, 2010
Courteous Client
Finn (fictitious) was looking to move to a larger home. He'd gotten married, and he and his wife were expecting their first child in about 8 months so they needed a bigger place.
We looked at several and eventually found him one that settled. He liked to go to his own open houses. I offered to go with him. There are agents who try to take your clients away from you. He said not to worry, whoever listed the house, he'd make sure I didn't get cut out of the deal.
That was great.
I'm trying to create a more informed real estate customer. Is this working?
Want to learn entrepreneurship? Go to www.hatman2.blogspot.com.
Want to get a poem or short story published? Go to www.byandforwriters.blogspot.com
Want tips on writing? Go to www.timswritingblog.blogspot.com. Or want to read my first book for free, or maybe get it? Go to www.kearneymusicschoolmurders.blogspot.com.
We looked at several and eventually found him one that settled. He liked to go to his own open houses. I offered to go with him. There are agents who try to take your clients away from you. He said not to worry, whoever listed the house, he'd make sure I didn't get cut out of the deal.
That was great.
I'm trying to create a more informed real estate customer. Is this working?
Want to learn entrepreneurship? Go to www.hatman2.blogspot.com.
Want to get a poem or short story published? Go to www.byandforwriters.blogspot.com
Want tips on writing? Go to www.timswritingblog.blogspot.com. Or want to read my first book for free, or maybe get it? Go to www.kearneymusicschoolmurders.blogspot.com.
Monday, February 1, 2010
Ideal Client Trait #10: Qualified
Beyond everything, a client must be qualified. A buyer must be able to actually buy the house, have the money he or she says they do or be able to get the mortgage. If a seller, the house has to be able to be sold, that is be able to provide clear title.
If they aren't qualified, nothing else matters.
I'm trying to create a more informed real estate customer. Is this working?
Want to learn entrepreneurship? Go to www.hatman2.blogspot.com.
Want to get a poem or short story published? Go to www.byandforwriters.blogspot.com
Want tips on writing? Go to www.timswritingblog.blogspot.com. Or want to read my first book for free, or maybe get it? Go to www.kearneymusicschoolmurders.blogspot.com.
If they aren't qualified, nothing else matters.
I'm trying to create a more informed real estate customer. Is this working?
Want to learn entrepreneurship? Go to www.hatman2.blogspot.com.
Want to get a poem or short story published? Go to www.byandforwriters.blogspot.com
Want tips on writing? Go to www.timswritingblog.blogspot.com. Or want to read my first book for free, or maybe get it? Go to www.kearneymusicschoolmurders.blogspot.com.
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