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 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:
- My blog: Good Listing vs. Bad Listing
- Lenn Harley's Blog: DON'T TELL MY AGENTS I'M SENDING BUSINESS AWAY
- My blog: Take My Client Please!
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Randy L. Prothero, REALTOR®, ABR, AHWD, CRS, e-PRO, GRI, SFR
Century 21 Liberty Homes
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.
Based out of Mililani, Hawaii. Randy services the island of Oahu (Honolulu County) and the Leeward Regional Chairman of the Honolulu Board of Realtors. To improve overall professionalism in his area Randy also offers classes for real estate agents.
www.HawaiiRandy.com * Oahu (Honolulu County) Property Search * Hawaii Military Relocations
Bryant - Great points. If you don't respect the value of your time why would someone else?
Chris - I agree I find with age I have less tolerance for being jerked around.
I've learned that word very quickly!! It can save you lots of money.
YES ! ! !
I can say NO ! ! !
Thanks.
Lenn
Randy, that simple two letter word is hard to learn in this business, but like you said, it comes easier with experience. But then again so do most worth while things in life. It is a shame that we don't learn it sooner than later.
Lenn - Thanks
George- You are right. Its part of paying your dues.
No is another word I like to use when faced with an unrealistic borrower.
Gosh how they hate to hear it.