Ideals clients are "comfortable in their own skin." They know what they want and they go for it. You know them as you begin to work with them. They sign on with you and go with you all the way. The opposite of the comfortable client is the uncomfortable client.
Henry was never comfortable. He was referred to me through our company. We went out looking many times but nothing was ever quite right for him. It was too small. There weren't enough closets. The rooms weren't in the right places. It was not in good enough shape. The colors were wrong. Whatever. Finally we found the property that exactly fit his criteria. Everything about the place was perfect. But no, this was no good because there was a bar on the corner of the block and he couldn't live in a neighborhood where there was bar.
Finally I found him a place he wanted to bid on. I went to my the office to write up the offer. The time came for him to show up to sign it but he didn't. I waited 30 minutes then called him up. He said he couldn't get himself to sign it that day, give him 2 days. I asked him what would be different in two days. He said he just needed more time. I warned him that the thing might get sold in the meantime. He said he needed the time.
Two days came and went and I called him. His message was one to call me. He called me 8 days later and ask if the place was still available. I called the other agent--no an offer had been accepted. To my knowledge he never bought anything. He just wasn't comfortable in his own skin.
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.
Tuesday, March 30, 2010
Friday, March 26, 2010
Appreciative Client: the Opposite
Ideal clients appreciate their agents for what they bring to the relationship. They say, "Thank you, Tim, for the help you're giving us. We know you're going to find something perfect for us and we're really pleased about how things are going."
George was the opposite. I met him at a networking event and later had lunch with him. We got on well it seemed. A few months later he invited me to breakfast and he said he was looking for a house and wanted to move soon. He was getting married and they were planning a family and he wanted me to be his agent. We talked about what he wanted and needed and was looking for. I sent him some properties every few days and we went looking.
I was working on setting up another showing when his soon-to-be-wife Irma called me to tell me they had found a house on their own and wanted to save me from wasting my time showing up at the appointment I'd set up and they wouldn't be needing my services anymore. She thanked me and wished me good luck and hung up. Point, set, match. The thank you was purely formulaic.
Don't treat your agent like that. Try to keep him or her in the deal if they've done good work for you.
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.
George was the opposite. I met him at a networking event and later had lunch with him. We got on well it seemed. A few months later he invited me to breakfast and he said he was looking for a house and wanted to move soon. He was getting married and they were planning a family and he wanted me to be his agent. We talked about what he wanted and needed and was looking for. I sent him some properties every few days and we went looking.
I was working on setting up another showing when his soon-to-be-wife Irma called me to tell me they had found a house on their own and wanted to save me from wasting my time showing up at the appointment I'd set up and they wouldn't be needing my services anymore. She thanked me and wished me good luck and hung up. Point, set, match. The thank you was purely formulaic.
Don't treat your agent like that. Try to keep him or her in the deal if they've done good work for you.
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.
Tuesday, March 23, 2010
Relationship-driven Client: the Opposite
The relationship-driven client acts as though he or she want you to stay with them as they move forward in their lives. Call these two characters Chuck and Sue.
When Chuck and Sue came to me she was pregnant and they needed to find a home. They were renting and disliked their landlord. Their lease was up in two months and they figured now was the time to start looking. They had friends they could stay wiith if they didn't find a home soon enough. A friend of theirs had recommended me.
We talked about what they needed and what they were looking for and went out three times. The third time, they found one that met exactly the specifications of what they said they wanted but they needed a few days to think about it.
That was fine: buyers should take all the time they need but pull the trigger right once they've decided.
I didn't hear from them for 2 weeks. I called them once and left a message. Chuck finally emailed me and said the house wasn't what they were looking for and besides another Realtor@ had found them the house of their dreams. They were sorry it didn't work out but this was what they needed to do.
And that was that.
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.
When Chuck and Sue came to me she was pregnant and they needed to find a home. They were renting and disliked their landlord. Their lease was up in two months and they figured now was the time to start looking. They had friends they could stay wiith if they didn't find a home soon enough. A friend of theirs had recommended me.
We talked about what they needed and what they were looking for and went out three times. The third time, they found one that met exactly the specifications of what they said they wanted but they needed a few days to think about it.
That was fine: buyers should take all the time they need but pull the trigger right once they've decided.
I didn't hear from them for 2 weeks. I called them once and left a message. Chuck finally emailed me and said the house wasn't what they were looking for and besides another Realtor@ had found them the house of their dreams. They were sorry it didn't work out but this was what they needed to do.
And that was that.
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.
Saturday, March 20, 2010
Ideal Client: Relationship Driven
The relationship-driven client acts as though they want you to stay with them as they move forward. Fred called me out of the blue and asked me to help him and his wife find a house. They were moving from another city and had some definite ideas about which houses they wanted to see. I showed them the ones they had picked out. They were not thrilled.
I picked some out for them and they liked them a lot. They went for a Toll Brothers home here in Naval Square and really took over the negotiations themselves. It settled 14 months later, a really long time. But we've been friends ever since. They kept in touch with me through the whole process and we got together whenever they came to town to take care of some business. We still socialize and they ask me for advice and make a point of referring me to their friends.
This reminds me I have to call them up and go out for dinner.
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.
I picked some out for them and they liked them a lot. They went for a Toll Brothers home here in Naval Square and really took over the negotiations themselves. It settled 14 months later, a really long time. But we've been friends ever since. They kept in touch with me through the whole process and we got together whenever they came to town to take care of some business. We still socialize and they ask me for advice and make a point of referring me to their friends.
This reminds me I have to call them up and go out for dinner.
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.
Tuesday, March 16, 2010
The Realistic Client: the Opposite
The opposite of the realistic client is the unrealistic client. The unrealistic seller thinks they can get much more for their house than is reasonable. The unrealistic buyer thinks they shouldn't have to pay nearly what they have to pay to get what they want. Call this one Nancy.
A buyer, call her Nancy, was referred to me by a colleague who had spent several weekends traipsing around to open houses. She had a clearly formulated laundry-list of 14 features she had to have in a home. The list included location in Center City, a garage, and a balcony high up. And she didn't want to pay more than $400,000.
I knew the search was doomed but I did it anyway. I found about 5 that met all the criteria she laid out but cost at least $700,000. I sent it to her with the caveat that this was what was what available and to get what she wanted it looked like she'd either have to modify her search criteria or decide to pay more.
I talked to here later. She said she wouldn't compromise. So, that was that.
It turned out she had reserved a unit in a new condo development and just wanted to see if there was something better. News to me. I guess she would qualified as the opposite of an open client, too. The two can go hand in hand.
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.
A buyer, call her Nancy, was referred to me by a colleague who had spent several weekends traipsing around to open houses. She had a clearly formulated laundry-list of 14 features she had to have in a home. The list included location in Center City, a garage, and a balcony high up. And she didn't want to pay more than $400,000.
I knew the search was doomed but I did it anyway. I found about 5 that met all the criteria she laid out but cost at least $700,000. I sent it to her with the caveat that this was what was what available and to get what she wanted it looked like she'd either have to modify her search criteria or decide to pay more.
I talked to here later. She said she wouldn't compromise. So, that was that.
It turned out she had reserved a unit in a new condo development and just wanted to see if there was something better. News to me. I guess she would qualified as the opposite of an open client, too. The two can go hand in hand.
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, March 12, 2010
The Realistic Client
The ideal client is realistic.
If he or she is a buyer client they know how much house they can afford. If they are buyers, and can only afford a house under $150,000, they won't ask you to show them houses worth $300,000 and up.
George was a realistic. He went online and found he qualify for a $185,000 mortgage. He was a manager in a cash checking store.
He didn't think he could afford a $185,000 mortgage, he only wanted to borrow $75,000. We found him the perfect house for him. He made an offer. It was accepted. He didn't try to reach for more than he could hold.
He ended up not getting the house, but not from being unrealistic.
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.
If he or she is a buyer client they know how much house they can afford. If they are buyers, and can only afford a house under $150,000, they won't ask you to show them houses worth $300,000 and up.
George was a realistic. He went online and found he qualify for a $185,000 mortgage. He was a manager in a cash checking store.
He didn't think he could afford a $185,000 mortgage, he only wanted to borrow $75,000. We found him the perfect house for him. He made an offer. It was accepted. He didn't try to reach for more than he could hold.
He ended up not getting the house, but not from being unrealistic.
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.
Tuesday, March 9, 2010
No Games: the Opposite
Fred was a middle-aged man with a number of properties here in Philadelphia. He was one of my first clients. I could write a number of things about him. Suffice it to say he said he'd been in real estate for 32 years and claimed to know what he was talking about.
The house he was selling was a 900 sq. ft., 2BR, 1BTH, home in South Philly. It had a number of defects, cheap everything, outlets with no outlet covers, holes in the vinyl siding, a front step in need of repair, and so on.
As one open house visitor said, "$139,900? Why should I pay $20,000 over market if I just gotta spend more money fixing those things up?"
I recommended he fix those things and others. He said there was no need to and put it on the market for $139,900, about $20,000 over comps. He got an offer for $119,000and countered with $159,900, "just to see what he would say."
The buyer refused to go up, and Fred wouldn't take the offer as written. It
After several more episodes like this, he fired me as a Realtor. One of my best days ever.
Don't play games with your realtor. He or she can't do their best work.
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.
The house he was selling was a 900 sq. ft., 2BR, 1BTH, home in South Philly. It had a number of defects, cheap everything, outlets with no outlet covers, holes in the vinyl siding, a front step in need of repair, and so on.
As one open house visitor said, "$139,900? Why should I pay $20,000 over market if I just gotta spend more money fixing those things up?"
I recommended he fix those things and others. He said there was no need to and put it on the market for $139,900, about $20,000 over comps. He got an offer for $119,000and countered with $159,900, "just to see what he would say."
The buyer refused to go up, and Fred wouldn't take the offer as written. It
After several more episodes like this, he fired me as a Realtor. One of my best days ever.
Don't play games with your realtor. He or she can't do their best work.
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, March 5, 2010
Ideal Client #4: No Games, part 2.
I found Sylvia several properties, but she never seemed interested in looking at them. She preferred the ones she found herself. She relied on me to get her in to see them.
She said to me once, "Tim, you don't have to pull properties for me. I can get my own." So I stopped doing that and just got her in the houses she wanted to see.
After about a month, she saw a house she loved. We made an offer, and after some not very intense negotiation, they accepted it. She did everything according to Hoyle, on time, and as promised. The house settled, she referred me to some other people, and told me, "Tim, you're the greatest."
We're still friends. What can I say.
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.
She said to me once, "Tim, you don't have to pull properties for me. I can get my own." So I stopped doing that and just got her in the houses she wanted to see.
After about a month, she saw a house she loved. We made an offer, and after some not very intense negotiation, they accepted it. She did everything according to Hoyle, on time, and as promised. The house settled, she referred me to some other people, and told me, "Tim, you're the greatest."
We're still friends. What can I say.
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.
Tuesday, March 2, 2010
Ideal Client #4: No Games, part 1.
Sylvia loved to look at property. She came home from work, pulled up the BRT and other Realtors' websites, and surfed. She could tell you more about property in Philadelphia than any Realtor.
Tired of where she was living, she called me with a list of houses she wanted to see. I got her in there and she went up and down with an detailed analysis of every home. When I suggested she should become an agent, she said, "No way, Man. I'm not putting up with all those games."
More next time.
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.
Tired of where she was living, she called me with a list of houses she wanted to see. I got her in there and she went up and down with an detailed analysis of every home. When I suggested she should become an agent, she said, "No way, Man. I'm not putting up with all those games."
More next time.
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.
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