"I Never Met a Real Estate Agent I Liked"

By
Real Estate Broker/Owner with Charlemagne International Properties BRE# 01147470

How's that for an opening statement from the seller at a listing presentation?  Talk about an objection to overcome.  Considering the seller's statement and the 7:30 AM appointment time I wondered whether this one was lost before I opened my mouth.  With hand outstretched, he greeted me with, "I never met a real estate agent I liked."

 

I must admit by the time I arrived I already had a few points on my side of the scoreboard:

1)  The seller's trusted associate referred me.

2)  I was five minutes early for a 7:30 AM appointment.

3)  The seller told me I had 15 minutes to see the property and convince him to list with me; I have a one-sheet marketing plan that is concise and to the point. 

4)  I brought the buyer to a neighbor's house--the most recent sale in the neighborhood.

5)  He Googled me.  He found my Active Rain profile and at that time several hundred articles (now over 1100 and rising) allowing him to see my professional values, successes and my personal ethics.

 

Yes, he interviewed other agents, but when I walked out the door after my 15 minutes I felt good.  I did not know if I would receive the listing, but I did know I was prompt, knowledgeable and supported by a recent sale in the neighborhood, plus a wealth of information online.  Would it be enough?

Yes, it was! 

Norma Toering - REMAX Palos VerdesNorma Toering & Team RE/MAX Palos Verdes Realty
(310) 493-8333 / Office Phone: (310) 831-0800

PalosVerdesLifestyle - Nominated by Relocation.com as one of the top ten Los Angeles area real estate blogs. Ranked by Technorati in the top 1% of all blogs. As seen in the Daily Breeze newspaper.

South Bay Los Angeles cities I sell real estate, property, houses and homes in: Palos Verdes Estates, Rolling Hills, Rolling Hills Estates, Rancho Palos Verdes, San Pedro, Long Beach, Torrance, Lomita, Redondo Beach, Hermosa Beach and Manhattan Beach. Information is deemed reliable but not guaranteed.


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Re-Blogged 1 time:

Re-Blogged By Re-Blogged At
  1. Curt Baumgarth 09/30/2010 03:24 AM
Topic:
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Location:
California Los Angeles County Palos Verdes Peninsula
Groups:
Diary of a Realtor
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Tags:
15 minute listing presentations
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Ambassador
1,391,382
Norma Toering
Charlemagne International Properties - Rancho Palos Verdes, CA
Palos Verdes & Beach Cities Homes in L.A. CA

Lyn - It wasn't exactly the warmest greeting I've ever received, but it all worked out.

 

Liz and Bill - It was a "fluff" free 15 minutes for sure.

 

Debra - No need to burn us alive--we're not witches!  Very funny now, but probably not so funny when he said it.

Sep 28, 2010 06:26 PM #88
Rainmaker
267,168
Carrie Sampron
Home Smart Realty Group - Highlands Ranch, CO
ABR SFR & Kathy Sampron (303) 931-3629 Highlands R

Norma:  What a great story.  Perhaps he'll come away from this experience with a different outlook on not only individuals in the real estate industry, but also refrain from judging people by their profession rather than for themself.  Thanks - Carrie

Sep 28, 2010 06:30 PM #89
Ambassador
1,391,382
Norma Toering
Charlemagne International Properties - Rancho Palos Verdes, CA
Palos Verdes & Beach Cities Homes in L.A. CA

Christa and Vickie - The challenge was establishing a relationship with him--the house was in a great neighborhood and a very desirable listing.

 

Jeana - He is very exacting--as long as your delivery meets with his expectations (or exceeds it) he's great to work with.

 

Margaret - Sage advice and well worth heeding.

Sep 28, 2010 06:34 PM #90
Rainmaker
1,286,370
Gene Riemenschneider
Home Point Real Estate - Brentwood, CA
Turning Houses into Homes

I would probably look them in the eye and say, "neither have I." and then try to find out what the issue is.  They probably think they are getting ripped off on some level.  Then I would tell them exactly what I how I want to sell their home, why and what I am going to charge them.  These type of people do not want BS they just want the facts.

Sep 28, 2010 08:11 PM #92
Rainmaker
192,173
Joy Carter & Jeff Booker Brother and Sister Team
Keller Williams Partners Realty-GreatFloridaHomes Team - Plantation, FL
Trust Your Family's Move To Our Expertise!

I feel I could have handled the same experience with one exception - I have a one page marketing and service plan and a presentation booklet for the seller.

I would be curious to see your one page plan to see if I am on track because OBVIOUSLY You Are!!!

Hope you would consider sharing....  Joy@GreatFloridaHomes.com

Thanks in advance.   Joy

Sep 28, 2010 11:17 PM #93
Rainmaker
208,098
Tom Waite
Thomas Waite Real Estate Broker - Cypress, CA
So Cal-Apartment Bldg Investments

It's just like "speed dating" isn't it?

Hopefully, you got the listing and all went well...now you just gotta sell the home.

Sep 28, 2010 11:56 PM #94
Rainmaker
270,385
Tony Lewis
RE/MAX of Valencia (Hall of Fame) 30 year Valencia Resident - Valencia, CA
RE/MAX Valencia, Stevenson Ranch, Santa Clarita

Times have changed and now it is my time to start interviewing the client to determine if all the value that I bring to the table will be appreciated or not!  I no longer want to be treated as a salesman, I am a professional and daily strive to work with clients that are looking for a true professional and not a ticket taker!  It's a long process but step by step...

Sep 29, 2010 01:59 AM #95
Rainmaker
333,353
Ty Lacroix
Envelope Real Estate Brokerage Inc - London, ON

All I ever ask is for the interview or listing appointment. If they cannot tell the difference ad=fter I have left, I feel sorry for them.

Ty

Sep 29, 2010 06:26 AM #96
Rainmaker
93,497
Mike Schneider
Brokerocity Real Estate - Lake in the Hills, IL
ABR, CDPE, SFR

Great Topic Norma....

After my 20 yrs in this industry, i can usually tell within the 1st 15 minutes, if this prospective client is what i'm looking for. As Vickie #29 stated, I would be interviewing him as well. When necessary I have a 15 minute listing appointment protocol also....im looking for two points from the seller. 1) Their Motivation Factor and

2) how educated are they with current local market trends. In fact, if I was in your situation, i would have commented, 15 min is fine and if it lasts longer than that it would be because you, (mr seller) is asking questions.

You appear to have a great approach and mucho confidence. Congrats..and from what i read, you switched this seller into a believer. Thank you, for you definitely upgraded the stereotypical image many consumers have of our profession.

I would guess, your seller was somekind of 'engineer"...(talk about stereotyping...HA!) best wishes...

Mike

Mike Schneider, ABR, CDPE, SFR                                                                                               RE/MAX SUPERIOR PROPERTIES                                                                                                          Chicago Region

Sep 29, 2010 10:20 AM #97
Rainer
30,768
Ryan Case
Pacific Servicing - Temecula, CA

Great job! Its good to see Activerain helped you in securing this listing!

Sep 29, 2010 11:09 AM #98
Rainer
65,798
The Elise Weber Team
ReMax Select Realty - Pittsburgh, PA
Leasing, Property Management and Sales

Hope you get it! I should make a 1 page listing sheet as well. good idea!

Sep 29, 2010 11:14 PM #99
Rainer
65,798
The Elise Weber Team
ReMax Select Realty - Pittsburgh, PA
Leasing, Property Management and Sales

Hope you get it! I should make a 1 page listing sheet as well. good idea!

Sep 29, 2010 11:14 PM #100
Rainmaker
56,755
Arlene Baxter
Red Oak Realty - Berkeley, CA
Listing/Buying agent, Historic to Green, 2012 REALTOR of the Year, Berkeley Association Berkeley CA & environs

Norma, Thanks for sharing a great story. Perhaps I could have condensed my listing presentation on the spot into 12 minutes to leave 3 minutes for questions.  I have a two-page statement of commitment to my sellers that I customize for each listing in advance. Perhaps we could share our written summaries?

The real question is, with such a tricky beginning, would you want the listing if you got it? Sounds like you did, and that's super. Congratulations!K

Sep 30, 2010 01:08 AM #101
Rainmaker
1,580,477
Lawrence "Larry" & Sheila Agranoff. Call 631-805-4400 (c)
Charles Rutenberg Realty 255 Executive Dr, Plainview NY 11803 - Plainview, NY
Long Island Condo & Home Sale Specialists

You had to overcome some obstacles...starting with a 7:30 am appointment, but with the homeowner's assoicate referring you, you walked in with a plus in your corner already...nice job!

Sep 30, 2010 07:31 AM #102
Rainer
192,660
Laura Coffey
REMAX Santa Clarita Real Estate and Homes - Valencia, CA
ReMax of Santa Clarita

I'm impressed how you handled the appointment and.... all these comments.

Sep 30, 2010 05:21 PM #103
Rainmaker
265,411
Claude Labbe
Real Living | At Home - Washington, DC
Realty for Your Busy Life

How about the reverse problem? I have a friend selling her parents home in NJ. She's a people person, and just loves loves loves people.

When she told me about selling, she said there was a realtor who'd been sending emails for years, though she suspected it was automated.  She felt loyalty to the agent, though had never had a face/face.  My suggesstion was that she/parents interview 3 agents.

She called this week, they have. She was amazed at how different people were.  She loves them all, doesn't know who to go with.

So, while some don't like realtors, some people do love realtors.

Congrats on your preentation & success.

Oct 01, 2010 12:08 AM #104
Rainmaker
144,402
Liane Thomas - Corona & Riverside Real Estate
The Jet Team, Allison James Estates & Homes - Corona, CA
Bringing you Home!

Great job! I love short listing appointments that get right to the point. Congrats on your new listing!

Oct 01, 2010 01:30 PM #105
Rainer
85,833
Brenda Hughes
Evansville Home Staging & Re-Design - Evansville, IN
Home Staging & Re-Design Southern IN, KY

Good job, you give a very good example of being organized and prepared for your meeting with client.  So many people are just bluffing their way thru and don't have all the information and facts together they need for their meeting.  You showed your client you were a professional and knew what you were doing!

In my business I have the biggest challenge helping agents to understand the need to hire a Professional Stager (like me:)) I make sure that they and the home owner haven't missed something in preparing the home for sell.  Why take a chance of missing something that could cost the sell of the home to take longer and potentially have to lower the price of the home.

Oct 02, 2010 12:25 AM #106
Rainmaker
264,568
Wayne B. Pruner
Oregon First - Tigard, OR
Tigard Oregon Homes for Sale, Realtor, GRI

15 minutes and out the door! Wow! I wish mine were that fast. Good for you!

Oct 16, 2010 11:37 PM #107
Rainmaker
315,318
Margaret C. Taylor
Century 21 New Millennium MD - Mechanicsville, MD
St Marys/Calvert/Charles MD Real Estate Agent

Congratulations you deserve it.  it sounds like the sellers are lucky to have you working for them.  Margaret C.

Nov 22, 2010 01:14 PM #108
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Palos Verdes & Beach Cities Homes in L.A. CA
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