I would like to thank Lloyd Nichols who inspired me to write this post.
"What's she doing?" "I dunno" "How long has she been there?" "A long time" "Well will you look at that!" The buyers are smiling. "What did she say?" "I dunno" She is coming over..."Mr. and Mrs. Seller....you have an offer coming".
In the Movie Robert Redford sat in the field all night. He never approached the unbroken horse. Remember? Eventually the horse came to him on his own terms. They formed a bond. It took the horse time to determine IF Redford could be trusted. Many had tried to capture the horse before him and failed. He waited the horse out for as long as it took, until the horse decided it wanted to approach him. Once that happened he gradually was able to build on that trust.
Lately, I have been called the "House Whisperer". It started about a month ago when I acquired a new horse. I didn't know dung about horses. BUT, by putting myself into a "New" situation, doing the research ON-LINE, talking with friends, and looking for information, books and doing some homework BEFORE I bought the horse...it occurred to me....I was a buyer just like those who are looking for houses. I began to treat buyers differently. It worked. It is working with sellers too.
Also read: What Do Cowboys & Realtors Have In Common? Meeting of the minds. It got lots of positive comments.
As a "House Whisperer" I have learned how to let the buyers/sellers approach me. Typically, Real Estate agents are aggressive assertive, and even pushy. By waiting them (the buyers/sellers) out, in the field...they know I am there. They maybe even a little perplexed I am not trying to wrangle them. And when they cautiously approach, I am soft spoken. They are learning to trust me. Sellers are also distrustful. Especially, if they have had a previous bad experience.
If they feel pressured, they will become defensive and unyielding to what could be an offer. An Opportunity they have been waiting for to sell their house. I presented one of my sellers with a lower than asking price on his house. We met to discuss it. During the discussion, he became loud, demanding, and unwilling to cooperate. I listened and said nothing. After about 5 minutes of ranting, raving and carrying on, his wife asked "Why are you shouting at her?" He explained that they had previously been dealt "bad deals" with other agents. She leaned heavily on them to accept the offer. "Did I say anything?" I asked. "No" he replied in a meager tone. At that point I said, "do you want to know what my suggestion is?" Giving him a choice to make. "Well.... yeah" he said. I suggested we do NOTHING that evening. "Let's wait a day" I said very softly and calmly.
I had prepared a typed counter almost verbatim to what he demanded during his ranting and raving BEFORE I went to present the offer...(good listening skills.) I laid it on the table. This is what I thought you wanted. I said softly. He read it.... "Well Yeah!" he said almost embarassed as he just finished a tirade. I said "we are not going to do anything tonight... we will wait a day". And with that we changed subject made some light conversation and lightened the intensity a lot. Pressure/relief. The seller would have rejected the offer and made such enormous demands that inevitably would scared off the buyer.
His wife called me the next day to thank me for my patience, and to apologize for her husbands ranting and raving. I told her no apology was necessary-I understand his frustration. She said how impressed she was that I never raised my voice. She said I was like a "house whisperer". I may not know "dung" about horses...but it was a great lessoned learned from having one!