Newbies hate being called that; it's a pet name seasoned agents use in describing people who have been in the business for a short time. Of course, this pet name is only kidding amongst our peers; we would never do it in front of a client, although there have been times when I've dearly wanted to. I know it sounds mean, but I've mentioned it in this blog before-real estate school does not teach you diplomacy, common sense, salesmanship, negotiating skills or anything other than how to prepare an offer, what clauses to put in and of course legal-eze, a necessary part of our business.
We are in interesting times in our marketplace. The sales have returned to being brisk but it is not without its' share of problems. And the problems are different. Some agents are hurting so will do anything to put together a deal; this is not a good thing. Sometime they are sloppy with paperwork. Sometime they don't know how to handle an objection, a crucial part of our business. Sometimes they think they can read their clients minds and know how they are going to react to a sign back (sending the offer back with a different price, closing date, etc.) or an amendment asking for something or changing the price. And sometimes, horribly, they just give up. They assume that they are not going to get the deal or their clients will be mad at them or whatever........
A friend recently said to me that she had a deal with someone relatively new in the business. The offer was signed back with a different price. The "new" agent threw her hands up in the air, said "this will never fly" and walked out. My friend phoned her, said "why don't you try bringing the same offer back and maybe my client will feel differently an hour later?" The new agent did and the client said, "you know, I want this process over with, we've been on the market for 2 months, there is a lot of stress on my family....I think I'll just take this deal." Simple, uncomplicated...yet the buyer agent was ready to walk. The same can go for amendments. The reason we have home inspections is to reveal any difficiencies in the home that the buyer either can or can't remedy. Sometimes they agree to fix something. Other times a price concession is made. It should be simple but agents interject their own feelings about it into the mix and complicate it. We are just messengers acting as a liason between two parties. If one party doesn't agree, we go back to the table. Simple. Uncomplicated. Frankly, we should just stay out of our own way. Period. End of Story.
Cheryl Bower
RE/MAX Hallmark Realty Ltd.
The industry needs experienced agents like you, being the wise old sage that you are, to speak out about this. Too many deals that could have been end up dying a senseless death because of an agent (and not always a newby) who let's his/her own feelings, opinions and values interfere with the process. Many of us can relate to your words CB. The clients would have appreciated your efforts (not that they'll ever know).
Posted by: Duncan Fremlin | June 04, 2009 at 06:08 AM