The phone rings in a real estate office and before you know it the duty agent is running out the door to show a property. Now, mind you the agent has never met the person on the other end of the call. All the agent knows is that the person is breathing and wants to look at a specific house NOW! Of course, when the agent arrives they learn that the house is priced beyond the potential price range of the so-called buyer. Moreover, the buyer has not been pre-approved and they don’t want to schedule an appointment to look at other houses. However, they do want the agent to send them listing updates. What price range? Oh, between $400,000.00 and $700,000.00 even though they have not been pre-approved. The agent takes their e-mail address and hopes that someday they will buy a house through them.
The agent’s cell phone rings and the caller ID shows it is the seller whose house is overpriced, not willing to adjust to market value and for the, oh let’s say 100th time is calling to find out why there have been no showings. The agent is thinking. “Oh no I’m not in the mood to listen to her complaining. If I don’t answer, she’ll just keep calling.”
If any of this sounds familiar then accept the fact that your clients and non-clients are running your business.
So, alas what do you do?
Well, first of all you have to change your mindset from re-acting to pro-acting. It’s really important for you to set boundaries and guidelines for how you do business. You teach people how to treat you.
Instead of jumping to the whiims of the buyer caller, do some clarifying as to their needs, wants and price range. I encourage you to think of your safety first. Why would you put yourself in a potentially compromising situation by meeting a perfect stranger at what is, in many cases, an empty house? If the buyer is unwilling to meet you at your office prior to showing a property then don’t concede on your boundaries. Remember, if you react because you hope to get a sale, then you are never going to be in charge of your business. You deserve to work with people who respect you and don’t take you for granted.
And as far as the seller whose phone number shows up on your cell phone screen, well, my friend that’s what happens when you chose to take an overpriced listing. Again, it all goes back to boundaries. We teach people how to treat us. Don’t ever be concerned about the money. When you run a tight ship, exude confidence, have a plan, and call the shots, you will be amazed at how your business will increase.