How To Become "The House Whisperer"

By
Real Estate Broker/Owner with St.Cloud Homes

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!

 

Posted by

St.Cloud Homes

Allison Stewart Broker, SFR, CDPE 

407-616-9904www.kissimmee-stcloudflhomes.com

                                                                                                       

    St. Cloud Homes YOUR Local Real Estate Experts serving Home Buyers/Sellers in Kissimee, St. Cloud Fl, Harmony, Lake Nona, Anthem Park, Bay Lake Ranch, Lake Lizzie, Reunion, Celebration, Lakepointe, Steven Plantation, Acadia Estates, East Lake, Windermere, Bay Hill. Our unparalleled service begins with YOU.

   For a free consultation call us 407-616-9904 or visit our website or  email us

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Show All Comments
Rainer
9,848
Dianne Abrams
Dianne's Dynamic Designs - Fredericton, NB

Wow excellent information

Softer is better, Kinder is better

Lesson learned & point taken

Feb 01, 2007 07:34 AM #1
Rainer
150,580
Cynthia Sloop
Community Association Manager - Indianapolis, IN
Allison this is a GREAT post and oh so very true.  I learned my lesson just this week working with expireds.  I normally just send a letter and wait.  But I wanted a listing appointment so I thought I'd call a few to see if I couldn't speed up the process.  One of the people I found home was quite short and abrupt.  I realized that pushing was not going to work and would only defeat my purpose.  Thanks for the reminder and validation.
Feb 01, 2007 08:14 AM #2
Rainmaker
451,192
Allison Stewart
St.Cloud Homes - Saint Cloud, FL
St. Cloud Fl Realtor, Osceola County Real Estate 407-616-9904
Thank You Dianne- it really is working...2 successful offers in a week by this method. Let them wait is working really, really well for me right noe. Now, that is not to say it is for everyone but it hasbeen amazingly effective so far. Every deal is different-but they are expecting a push perhaps "the wait" is time for quiet comtemplation.
Feb 01, 2007 08:21 AM #3
Rainmaker
451,192
Allison Stewart
St.Cloud Homes - Saint Cloud, FL
St. Cloud Fl Realtor, Osceola County Real Estate 407-616-9904
Ohhh Cynthia I am sorry I did not write this sooner!  This past week has been a testing ground for this and it has worked successfully really, really well.  Like with a horse if they expect the "push" and you yield, it becomes much more easy to talk and negotiate. Give it a try and let me know if it works as well for you. Thank you so much for sharing your experience-I hope you will have a good result next time!
Feb 01, 2007 08:23 AM #4
Rainmaker
458,996
Alexander Harb
Knights Investing - Mesquite, TX
Dallas, Texas Real Estate Investing

A gentle word can calm a great fight........insight lends intself to clearness of mind....

BOTH things we need as agents.....great post, Allison!!

=-D

Feb 01, 2007 12:36 PM #5
Rainmaker
451,192
Allison Stewart
St.Cloud Homes - Saint Cloud, FL
St. Cloud Fl Realtor, Osceola County Real Estate 407-616-9904
Thanks Alexander-it appears to be working!
Feb 01, 2007 01:55 PM #6
Rainer
42,502
Joe Peffer
Delicious Real Estate - Columbus, OH
Columbus Homes Blog
Nice post Allison and a nice analogy.  I've only lost my cool one time with a seller who repeatedly changed her mind.  It's the old "You can catch more clients with honey," approach.
Feb 01, 2007 02:04 PM #7
Rainmaker
451,192
Allison Stewart
St.Cloud Homes - Saint Cloud, FL
St. Cloud Fl Realtor, Osceola County Real Estate 407-616-9904
I really need to credit Lloyd Nichols who first mentioned Redford's Horse Whisperer in a comment on the link I included. He deserves the credit for this post as well. 
Feb 01, 2007 06:17 PM #8
Rainer
59,903
Steven Shewell
Primary Residential Mortgage, Inc. - Ephrata, PA
The Mortgage Maverick

Very smart approach.  It's very difficult to have an argument when only one of you wants to argue.

By speaking softly and deflecting their anger, you can get MUCH further in the process.

Jun 26, 2007 07:43 AM #9
Show All Comments
Rainmaker
451,192

Allison Stewart

St. Cloud Fl Realtor, Osceola County Real Estate 407-616-9904
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