Say What You Mean and Mean What You Say

By
Real Estate Agent with RE/MAX Professionals, CT 203-206-0754 REB.0759001
http://actvra.in/CHP

Say What You Mean and Mean What You Say

I had a closing today that I can attribute directly to an ActiveRain blog post and an agent that lost focus on their purpose, but first the whole story.

I received a call from a potential client asking for a free market analysis. The caller had placed a few calls to other agents and when she explained that she was trying to sell the family home and had a buyer but needed to know the value of the home. She really needed an appraisal but was going about it the wrong way. The agents she had talked to all told her they would provide the market analysis but charged for that service if they didn’t get the listing.

I asked the caller how they managed to find me and was told that it was from a blog post on a condo development for Active Adults. They explained that they were looking for a condo for their mother so that she would have an easier lifestyle and then would sell the house.

As the culmination to the story, we closed on the condo, and I will get the listing on the house.

 When we offer a service, we should provide the service with no conditions.

Say What You Mean and Mean What You Say

 

 

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Ed Silva  RE/MAX Professionals,  www.edwardsilva.com  203-206-0754

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Re-Blogged 1 time:

Re-Blogged By Re-Blogged At
  1. Hannah Williams 06/19/2012 05:56 PM
Topic:
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Location:
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Ambassador
1,804,721
George Souto
George Souto NMLS #65149 FHA, CHFA, VA Mortgages Connecticut - Middletown, CT
Your Connecticut Mortgage Expert

Ed I agree, and it is amazing how many times just doing a little extra for a client comes back in additional business.  Service is a big part of this business, and those that are not willing to provide it will have a hard time succeeding.

June 19, 2012 03:55 PM #9
Rainmaker
1,226,795
Al & Peggy Cunningham Brokers, Brampton Ontario Homes For Sale 905-450-5500
RE/MAX Realty Services Inc. - Brampton, ON

Absolutely Ed and weren't you the winner for meaning what you said! Congratulations on the sale and good luck with the new listing!

June 19, 2012 04:32 PM #10
Ambassador
767,276
Hannah Williams
Re/Max Eastern inc. - Philadelphia, PA
Expertise in NE Philadelphia & Bucks County

Ed That was an excellent post ..I just hit the suggest button! I am also going to reblog it !

Your friend in Philly

HelpfulHannah

June 19, 2012 05:48 PM #11
Rainmaker
628,428
Wayne and Jean Marie Zuhl
Hallmark Realtors - Clark, NJ
The Last Names You'll Ever Need in Real Estate

Good morning, Ed. You're 100% right - building good relationships by doing that little extra is what makes the difference between a good salesman and a great one.

June 20, 2012 05:00 AM #12
Staff
451,138
Kerrie La Guardia
ActiveRain, Community Manager - Kirkland, WA
Let it Rain!

Hey Blue Eyes!  You're definitely the one to speak about doing the job right!  Well done!

June 20, 2012 09:56 AM #13
Ambassador
754,062
Brenda Mullen
RE/MAX Access - Schertz, TX
Your San Antonio TX Real Estate Agent!!

If you are going to advertise that you are doing a free CMA, then that's what you should provide for sure.  I can understand why some agents charge for a CMA; however that should be know up front.  CMAs  shouldn't be free just for listings that you get.  

June 20, 2012 10:08 AM #14
Rainmaker
529,391
David Burrows
Classic Realty - Fairfax, VA
No Pressure, Just Seriously Devoted to Real Estate

Ed, they were fortunate to find you as a Realtor. Thanks for sharing.

June 20, 2012 10:11 AM #15
Rainmaker
785,729
Paula McDonald
Chevaux Group, PLLC - The Woodlands, TX
CHEVAUX Group ~ The Woodlands, TX 936-203-0279

I too have had great experiences with people finding me via Active Rain.  It is a good thing for sure.  Congrats on your closing.

June 20, 2012 10:36 AM #16
Rainmaker
164,741
Kate McQueen, SRS
KELLER WILLIAMS REALTY CLEAR LAKE NASA - League City, TX
Houston Bay Area Real Estate

Sorry, but couldn't help but remember the following quote:

"Be who you are and say what you mean.  Because those that mind don't matter and those that matter don't mind." -- Dr. Seuss

June 20, 2012 10:49 AM #17
Rainmaker
162,738
Reba Haas
Team Reba of RE/MAX Metro Eastside www.TeamReba.com - Bellevue, WA
Team Reba, CDPE

You're assuming that all agents say "no charge" for market analysis work.  I actually do both.  It all depends on the situation.  If I'm competing for a listing then I will do it for no cost.  But, if I am asked to put it together by an attorney as part of a cost basis analysis after a death, or for a divorce, or similar situation - then, yes, it is fair for me to be charging for my time, efforts and expertise.  Your post is but one facet of how we might handle this kind of situation and I applaud you for identifying the situation and making it work for you.

June 20, 2012 10:53 AM #18
Rainmaker
575,919
Janis Borgueta
Key Properties of the Hudson Valley ~ 845-527-7115 - Newburgh, NY
LIC R.E Salesperson - Homes for Sale Newburgh NY

Congratulations on the closing! Great to give good service.. and yes... for most situations a free CMA is what we offer and what we give. I have had realtors from other areas ask for a CMA and not want to refer the client... and want it for free.. Now that I just won't do!

June 20, 2012 10:59 AM #19
Rainer
171,989
Lisa Orme
The Master's Key Realty LLC -Windsor, CT - HARTFORD COUNTY - Windsor, CT
Broker/Realtor, ABR, CRS,GRI, PSCS, SFR, Notary Pu

Ed, I have to say that there are definitely two sides to this question.  In the past, I have approached it much like Reba (above).  If I am competing for the listing, the CMA is of course free. It's part of my showing them my expertise and gaining their trust.

But there have been a couple of times when I've charged for my time and effort, if it was clear from the outset that there was no possibility of a listing. For instance, a seller calls and tells me he wants a local real estate agents opinion of value, but his brother who is licensed in state will be getting the listing, even though my town is NOT an area he usually works. I'm more than happy to help him be sure he's listing his property at the right price, but my time and expertise ARE worth something, and he's already told me his business is going to his brother. After all, real estate is my business, and it really is okay to get paid for what I do!

June 20, 2012 11:07 AM #20
Rainmaker
74,182
Vanna Siackhasone
Real Estate Brokers of Alaska 907-720-4663 - Anchorage, AK
Anchorage Real Estate 907-720-4663

Congratulations Ed! Excellent post and I enjoyed reading all the comments1

June 20, 2012 11:39 AM #21
Ambassador
1,487,829
Tammy Lankford
Lane Realty - Eatonton, GA
Your Lake Sinclair Expert (706-485-9668)

Good things come to those who honor their word and I always appreciate a seller's honesty when let me know they have a buyer or just want to know the value or if they are just thinking of selling.

June 20, 2012 03:31 PM #22
Rainmaker
648,389
Evelyn Kennedy
Gallagher & Lindsey, Alameda, California - Alameda, CA
Alameda, Real Estate, Alameda, CA

Ed:

People charge for CMAs.  Not where I work.  Good thing you spent some time with the caller to find out why they needed the CMA.  Two sales, good for you.

June 20, 2012 03:43 PM #23
Ambassador
885,016
Margaret Woda
Long & Foster Real Estate, Inc., Crofton, MD 21114 - Crofton, MD
Maryland Real Estate & Military Relocation

Congratulations, Ed.  Sounds like you did a great job for these folks.

June 20, 2012 07:12 PM #24
Ambassador
1,550,626
Christine Donovan
Donovan Blatt Realty - Costa Mesa, CA
Broker/Attorney 800-610-7253 DRE01267479 - Costa M

Ed - This seems like such a simple concept that it should go without saying.

June 20, 2012 11:59 PM #25
Rainmaker
160,402
Louise Thaxton
Fairway Independent Mortgage Corp Louisiana NMLS#2289 - Bossier City, LA
Military Mtg Specialist - 866-960-9115 VA FHA USDA NMLS 69996

GREAT post!  Wow - when will people "get" this?  That when we say one thing - but our actions speak something else - people will find out!  Congratulations on your closing - I know with your integrity, you will have many more!

June 21, 2012 12:37 PM #26
Rainmaker
681,043
Kay Van Kampen
RE/MAX Broker, RE/MAX Solutions - Springfield, MO
Realtor®, Springfield Mo Real Estate

Doing a CMA for free is something we do all the time.  We do ask the reason for the request and many times we end up with the listing.

June 23, 2012 07:09 PM #27
Rainmaker
882,338
Joyce Kelley
Charles Stallions Real Estate Services Inc - Gulf Breeze, FL
Buyers Agent 800-309-3414 Pace and Gulf Breeze,Fl.

Are you serious with the ways things are happening in the country, it is hard to tell honesty anymore.

June 23, 2012 10:01 PM #28
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