I interviewed for a listing last Friday. The seller told me they had interviewed another agent, and I was obviously the better agent, ...hands down. Then I heard these words, "We have one more interview to conduct before we make our decision."
Now, I've heard these words before. I'm not easily intemedated by them, and I have a plan of replys to go through when I hear them, ie "Look, we're both here now, and you believe in my marketing and negotiation skills, why don't we just go ahead" or "I'll be happy to call and cancel your last meeting for you." or even "when do you believe that meeting will be over? I'll have the paperwork ready and get the listing process done for you right away."
None of it worked. Turns out this is the phone call I got after their final interview, "Jason, we hate making this kind of phone call, but you were so nice, and we feel we owe it to you. After meeting with the last agent we are going with him because we have known him a long time, and we were neighbors for years. We just feel comfortable with him. Your presentation and marketing plan was hands down the best we saw, and we really wish you the best."
"So, Mr. Seller, you're saying that my marketing plan is a more successful model, and my presenting skills are better than anyone you visited with, but you're still going with a different agent because you value your friendship over business?"
"That summs it up exactly, Jason. We really appreciate your time."
All this to say something that I saw on The Office once when Dwight Schrute was training Ryan. He said something profound, "Sometimes you do everything right, and don't get the sale."
It's true. These people loved me. They laughed in my office, they like the answers I gave to their problems...they just didn't give me the sale.
Time to move on to the next one.