I showed one of my listings 2 days ago to another agent and his clients. The couple seemed nice enough, but reserved and almost down-to-business. It took them all of 9 minutes to see the place. The agent then asked a question about the roof and they were gone.
I told my seller I'd follow up with him the next day but I didn't tell him that I didn't have grand expectations as there was such little interest shown on the buyers' part. Late yesterday the agent called and said his clients had liked the place and were going to put an offer together. whoa! I had not been expecting this. Their poker faces had me thinking the only thoughts in their minds were "NEXT!" It was late in the day when the agent called and I've not received the offer yet, but he gave me a "verbal" and it was a decent offer.
This got me wondering... are agents prepping their clients to stay away from the big bad listing agent? I can just hear it now... " Don't talk to her. She's going to ask if you have kids. She's going to ask if you've been looking long. She's going to try and engage you in small talk so she can use it to negotiate for her seller. Whatever you do, don't look into her eyes!" OK, I'm exagerating, but I did find it a little intriguing.
I know we should be looking out for our clients' best interest, and I take that to heart. But I don't tell my buyers not to talk and to show no enthusiasm. The simple fact that you're out there looking at the house already shows you have an interest, even if only in ruling it out of your search! Don't get me wrong, I do stick close to my buyer and intervene in the conversation if I feel it's warranted.
Maybe this couple just has that kind of personality and I'm off base with this one. I wonder what other agents' experiences have been in this regard?
Maggie Dokic, SFR is a licensed real estate broker in the state of Florida selling residential real estate in Miami, Palmetto Bay, Pinecrest, Coral Gables, Gables by the Sea, High Pines, the Redland and other select areas of SW Miami-Dade County.
Maggie has earned her SFR certification to be able to better serve the needs of her customers in today's non-traditional real estate market. SFR is a Short Sale, Foreclosure Resource Specialist. Designees have been trained to understand the highly specialized options available to Sellers facing short sales & foreclosures and Buyers looking to buy them.
For more information on our local real estate market, or to see or sell a home in Miami, Palmetto Bay, Pinecrest, Coral Gables or the Redland, visit my Miami Real Estate blog or contact me at Maggie (at) TheBlogThatAteMiami (dot) com.
The opinions expressed herein, are those of the author, and not necessarily of Keller Williams Realty.
None of this information is to be deemed legal or financial advice. Please contact your attorney or accountant for same.
I've never advised a client as such but I have, as a listing agent, encountered such buyers in the past. In those cases, I believe it was more the prospective buyers' conservative personality more than any coaching. Some folks are just naturally withdrawn and skeptical so they don't open up easily until they get to know you.
Here in our market though, normal practice is to let the buyers agent show the property and just stay away unless someone (seller, buyer, agent) request that the listing agent also be present.
Must have been engineers. ;-)
If you had pulled out a survey, neighborhood mapping statistics, and a construction plan you could not have shut them up. ;-)
I advise my clients to be careful and not show too much enthusiasm when a seller or sellers agent is with us at the property. Too much enthusiasm may not help in negotiations.
Some don't listen and most do, it works for me.
Hi all. Thanks for stopping by. I appreciate all your input.
Renee - were you an attorney prior to this profession? lol
Ryan - I think that may have been the case with this particular couple. Thanks.
Jim - funnee! Is there an engineer in your life you're thinking of?
Jay - that makes sense. A little caution should be exercised. These folks were stonefaced though! Almost as if Medusa had granted them a peek.
Ines - I had not thought about that actually. This market is granting clout to the almighty buyer isn't it?
Hi Maggie.. I normally tell the buyers to 'play poker', but Ines has a point.. with the market favoring buyers it may not be as needed. But some people may think that stone face will save them a couple of G's. Btw, Not to hijack your post, but I thought this one may be relevant., by Brett. titled You May Think You Know, But You Have No Idea see you around. thanks for visiting my blog. I'll be seeing you. Hey you in Miami?!! oh no, your not safe!! haha just kiddding %^)
Nick! Thanks for stopping by! You're that funny guy I've seen everywhere. I love your comments and graphics. You've got quite a sense of humor.
Thanks for the pointer to Brett's post. I enjoyed reading it.
I did stop by your blog and see you've got wonderful stuff there. I can't stop to read as I'm headed out the door to .... of all places... West Palm Beach! The kid's got a cheerleading competition and the chauffeur, er, I mean, Mommy has to drive her. At least this one's at an honest-to-goodness fair and we'll enjoy ourselves. Sometimes they're strictly competitions at some gym and 8 hours on a bleacher takes it toll! ouch.
I promise to stop by your blog and read. I'm sure I'm going to learn lots.
Thanks again for stopping by. Nesxt time, bring your graphics with you =)
Hey Maggie,
I have to agree with your initial response of "Was it scripted this way?" There are unfortunately alot of agents and buyers who seem to feel no emotion is better. I personally say "Let's be adults and get what we want!" If everyone involved is clear about their desires, needs, goals, etc. their's no need to be ashamed or threatened by emotion. If fact, I prefer to work with people who don't have trouble expressing themselves- to some level of course;) I understand not wanting to seem weak or desperate; however I also believe people want to do business with people they like. When it comes down to "people" which is really what our business is about, then the business part of it really isn't as big a factor. Think about it, when we buy something we don't "really" need or we slightly overpay on an item- why do we do it...many times it's simply because the person selling or standing in front of us. Like attracts like and the goal is to make the deal as smooth and pleasurable/ stress free as possible. I personally don't feel it's asking too much. It's what we want, it's our clients want and it's what the other side wants:) Congratulations on the deal...and keep it up!
Hi Regena. Thanks for stopping by and for your comment. Yes, this is definitely a "people business" but we bring so much more to the transaction than our ability to charm =) It definitely takes a good balance between people skills and solid expertise. I have, however, made those purchases you refer to, the ones I didn't need and oftentimes it was due to the skill of the salesperson.