Hawaii Randy's Real Estate Opinions: December 2006

You Have to be Prepared to Say No

One of the hardest words for a salespeople to say is no. No

Inexperienced agents in the business all go through the same process of growth.  Initially they chase every piece of business they can find, whether it be good business or not.  After all they have nothing better to waste their time with.

Many times a client or prospective client who will push inexperienced agents in places they do not want to go and should not go.

  • Overpricing listings
  • Holding more open houses than practical
  • Overspending on advertising
  • Making them available all types of hours
  • Showing buyers properties they wouldn't buy in 100 years.
  • Submitting ridiculously low offers that would never be taken serious

We have all seen new agents take buyers to see properties without a proper pre-qual to only find out later that they were not credit worthy.  I have received offers from agents who have not pre-qualed the clients.  You guessed it when we pushed for the pre-qual they shriveled up.

As we grow in the business our time and resources become more valuable.  We mature and learn lessons from past experiences.  The most important lesson we learn is to say no.

Many times just saying no is the best and only reasonable answer. 

One of my best and favorite clients, started by me refusing his listing.  He was stunned, how could I turn down this piece of business?  This seller was a very experienced investor who had beat up more than a few Realtors in his life.  I decided up front that I not be the next scalp on his pole.  This is the most important part of the story. You can say no without insulting people.

The end result was we sat done and talked heart to heart about how I could make him more money without jumping in quick sand.  He liked what I had to say, he adjusted his business model and we have since built a great business relationship and friendship.  I have also received quality referrals from him.

You will know when you have turned the corner in your career when you can say no and turn questionable clients into good clients and filter out bad clients.

Here are a few blogs on similar topics:

 

--------------------------------------------------------------------------------------------------------

Randy L. Prothero, REALTOR®

Broker-in-Charge, ABR, AHWD, CRB, CRS, e-PRO, GRI, MRP, SFR

eXp Realty

Team Leader - "The Prothero Group"

Randy Prothero is well established as an expert in working with military / VA clients and first time home buyers.  His home seller's (listing) campaign is one of the most aggressive marketing programs in the area.  His luxury home listings sell faster and for more money.

Based out of Mililani, Hawaii. Randy services the island of Oahu (Honolulu County) Performs mediations and ombudsman services for the Board of Realtors.  To improve overall professionalism in his area Randy also offers classes for real estate agents. 

www.HawaiiRandy.comOahu (Honolulu County) Property Search  Hawaii Military Relocations

Comment balloon 16 commentsRandy Prothero • December 09 2006 03:20PM
You Have to be Prepared to Say No
share
One of the hardest words for a salespeople to say is no. Inexperienced agents in the business all go through the same process of growth. Initially they chase every piece of business they can find, whether it be good business or not. After all… more
Pearl Harbor – We Should Never Forget
share
The first Picture shows the beginning and end of WWII. The Arizona Memorial and the Battleship Missouri. The letter below is from my brother Russ a great guy, a great Realtor and a Marine. A family member sent this article of the USS Reagan. In… more
Pearl Harbor Day - The First Event of WWII
share
Attached is a part of the WWII event that started the war. The story below is from my brother about his part in 1969. Attached below is a letter he sent out to his friends. Hi Folks, Back in 1969 I was in the Marine Corps… more
Did You Just Call Me Stupid?
share
This hit me as I was reading a conversation on a blog about one franchise over another. It kind of hit home with me. I had a similar conversation with a representative from a large franchise who was trying to recruit me. After the pleasantries… more