At The Summer Forum of the Masters Sales Society www.mastersalessociety.com one of our top agents asked me to help solve the number one problem faced by the real estate industry. It’s something that no one is addressing, namely, the stress and drama of keeping a sale together.
Now, if you're a graduate of my program you already know how to sell a property. You know how to get the listing, get the buyers, show the property and write up an offer. That’s when the 'drama' and stress begins!
If I told you there was a way to take more of the drama and stress out of closing a real estate transaction would you at least consider it? Would you practice it? When it works, would you pass it on? Would you be willing to answer just a few questions honestly? You would?
If the buyer’s agent, the seller’s agent, the appraiser and the bank truly worked together, protecting confidentiality of course, but in the spirit of trust and harmony would you experience less drama and stress? Might the sale close sooner? Absolutely! However, in today’s environment many sales are either lost or drag out too long only to create unnecessary anxiety and work because there is way too much infighting going on between the parties. How sad when one thinks of the fact that all parties want the same end result.
First of all, let's take a look at the working relationship of the cooperating brokers and agents by posing some questions. In your experience, would you say that buyers’ agents and sellers’ agents work together harmoniously or as adversaries? Are you doing and saying the things that contribute to a trusting and harmonious relationship? Are you communicating to the co-broke in the spirit and tone of helping to work out the sale? Or are you treating the co-broke as an adversary by using demanding words and tones? Are you presenting the offer as a team?
Now let's look at the communication between an agent and an appraiser, a person at the bank or an inspector. Are you talking to them as you would a client by smiling, complimenting, trying to make their job easier or helping in some way? Are you saying the things that best increase your odds of a successful outcome?
I can go on and one but here’s the bottom line. If every person involved in the transaction would do the things and say the words that help to cause a spirit of trust and harmony, then all buyers and sellers and every person involved in this industry would be better off.
How do we do it? Dialogue! Someone once named me "The Duke of Dialogue". That’s because I’ve spent years bringing into this industry the dialogues and skills to convince and persuade people to do things that will benefit them.
Here's an example of dialogue: "Hi Jamie, this is Jim Byrnes. I understand you have a buyer interested enough in my Happy Hollow listing to make an offer, is that correct? Well, first of all, let me compliment you. In today’s market, getting the buyer to make a commitment is a true sign of great salesmanship. I want to do whatever I can to help you put this sale together, of course, so let's get together and talk about how we can best work together to make this happen. How about 2:00 or would 3:00 be better”?
If you agree, as I do, that it is possible to create a true spirit of trust and harmony between cooperating agents without violating your fiduciary relationship with your client then stay tuned. Each week I will feature dialogue you can use to eliminate much of the stress and drama. If you have a dialogue you would like to share, send it to me at [email protected] . If I post it, I will use your name unless asked not to do so.
Let's start putting real cooperation back into our cooperative sales. Remember... 'WE DON'T HAVE IT ALL TOGETHER BUT TOGETHER WE HAVE IT ALL".
Love,
Floyd
Recent Comments