Listing Agents, Repeat After Me ...

By
Real Estate Agent with Realty Executives

I WILL NOT MAKE MY LISTINGS DIFFICULT TO SHOW.  I WILL NOT MAKE MY LISTINGS DIFFICULT TO SHOW.  I WILL NOT MAKE MY LISTINGS DIFFICULT TO SHOW.  I WILL NOT MAKE MY LISTINGS DIFFICULT TO SHOW.  I WILL NOT MAKE MY LISTINGS DIFFICULT TO SHOW.  I WILL NOT MAKE MY LISTINGS DIFFICULT TO SHOW.  I WILL NOT MAKE MY LISTINGS DIFFICULT TO SHOW.  I WILL NOT MAKE MY LISTINGS DIFFICULT TO SHOW.  I WILL NOT MAKE MY LISTINGS DIFFICULT TO SHOW.

Our transaction blew up a month ago over a blown appraisal, but my buyer and I noticed that you recently lowered your price considerably.  You actually aren't that far off where we drew a line in the sand based on the appraised value.  Factor in that my client is not overly excited about anything else we have seen, and that I questioned a couple of the comps used by the appraiser anyway, and we decided to entertain the idea of reopening the dialogue with you on price.

I WILL NOT MAKE MY LISTINGS DIFFICULT TO SHOW.  I WILL NOT MAKE MY LISTINGS DIFFICULT TO SHOW.  I WILL NOT MAKE MY LISTINGS DIFFICULT TO SHOW.  I WILL NOT MAKE MY LISTINGS DIFFICULT TO SHOW.  I WILL NOT MAKE MY LISTINGS DIFFICULT TO SHOW.  I WILL NOT MAKE MY LISTINGS DIFFICULT TO SHOW.  I WILL NOT MAKE MY LISTINGS DIFFICULT TO SHOW.  I WILL NOT MAKE MY LISTINGS DIFFICULT TO SHOW.  I WILL NOT MAKE MY LISTINGS DIFFICULT TO SHOW.

My client indicated to me that she was willing to come up a bit in price, provided that your seller would pony up for the second appraisal.  We were close.  It was going to get done.  All my client wanted was to see the property one more time in the morning prior to hopping a flight out of town for the week.  She wanted to remember what she loved about the place prior to starting the negotiation anew.

I WILL NOT MAKE MY LISTINGS DIFFICULT TO SHOW.  I WILL NOT MAKE MY LISTINGS DIFFICULT TO SHOW.  I WILL NOT MAKE MY LISTINGS DIFFICULT TO SHOW.  I WILL NOT MAKE MY LISTINGS DIFFICULT TO SHOW.  I WILL NOT MAKE MY LISTINGS DIFFICULT TO SHOW.  I WILL NOT MAKE MY LISTINGS DIFFICULT TO SHOW.  I WILL NOT MAKE MY LISTINGS DIFFICULT TO SHOW.  I WILL NOT MAKE MY LISTINGS DIFFICULT TO SHOW.  I WILL NOT MAKE MY LISTINGS DIFFICULT TO SHOW.

Unfortunately, you had an appointment.  That's fine, we could shoot for an earlier time.  Oh, it was going to wipe out your entire morning?  And there's no lockbox.  Surely your seller wouldn't object to letting us in under the circumstances?  Oh, that's a no go, too?  How about leaving a key for me at your office?  We were under contract for goodness sakes.  This isn't some random buyer casing the place.  No, you won't authorize that either?  Wow.  Simply wow.

I WILL NOT MAKE MY LISTINGS DIFFICULT TO SHOW.  I WILL NOT MAKE MY LISTINGS DIFFICULT TO SHOW.  I WILL NOT MAKE MY LISTINGS DIFFICULT TO SHOW.  I WILL NOT MAKE MY LISTINGS DIFFICULT TO SHOW.  I WILL NOT MAKE MY LISTINGS DIFFICULT TO SHOW.  I WILL NOT MAKE MY LISTINGS DIFFICULT TO SHOW.  I WILL NOT MAKE MY LISTINGS DIFFICULT TO SHOW.  I WILL NOT MAKE MY LISTINGS DIFFICULT TO SHOW.  I WILL NOT MAKE MY LISTINGS DIFFICULT TO SHOW.

Well, you'll be happy to know that my client is back in town.  In fact, I just called her today to see how she wants to proceed.  Guess what?  She has "mentally moved on." Isn't interested in pursuing your listing any further.  I hope you learned a lot and took good notes at the seminar that cost you a potential sale.

I understand that some agents prefer to attend every showing.  I understand that some clients even demand it.  I also understand that you are a busy agent who can't be in multiple places at once.  Now I want you and your client to understand that it cost you a sale.  Stick that in your "by appointment only" pipe and smoke it.

If you do not have time to attend every showing, and you insist on forgoing a lockbox, this will happen again.  You've heard the expression strike while the iron is hot?  Well, you didn't, so you have to settle for this bucket of cold water.

Now, if you would kindly repeat after me ...

I WILL NOT MAKE MY LISTINGS DIFFICULT TO SHOW.  I WILL NOT MAKE MY LISTINGS DIFFICULT TO SHOW.  I WILL NOT MAKE MY LISTINGS DIFFICULT TO SHOW.  I WILL NOT MAKE MY LISTINGS DIFFICULT TO SHOW.  I WILL NOT MAKE MY LISTINGS DIFFICULT TO SHOW.  I WILL NOT MAKE MY LISTINGS DIFFICULT TO SHOW.  I WILL NOT MAKE MY LISTINGS DIFFICULT TO SHOW.  I WILL NOT MAKE MY LISTINGS DIFFICULT TO SHOW.  I WILL NOT MAKE MY LISTINGS DIFFICULT TO SHOW.

  

------------------------------------------------------------------------------------------------------------------------------

 

Paul Slaybaugh is your source for Scottsdale AZ Real Estate

I WILL NOT MAKE YOUR HOME DIFFICULT TO SHOW.

 

 

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Anonymous
Anonymous
Anonymous
Agree 100% ~ my first, foolish listing my seller didn't want a lockbox...there were other issues, including the dad with a monitoring device hooked to his ankle....but figured out early in the business that if a seller doesn't want a lockbox, it's probably a listing I don't want!
Apr 22, 2008 03:41 PM #30
Rainmaker
1,088,861
Bryant Tutas
Bryant Tutas-Tutas Towne Realty, Inc - Poinciana, FL
Broker/REALTOR, Tutas Towne Realty, Inc

Paul, Don't you hate it when that happens? My sellers are informed at time of listing that there will be a lockbox and they should be ready for showings with as little as 15 minutes notice. It's simple.......they can't buy it if they can't see it.

Having said that..... I have one listing right now, out of 23, that has a big dog in the property. Unfortunately the sellers have to remove the dog before the house can be shown. The problem is they work from 6am to 7pm Mon-Fri. If they get day before notice they will take the dog to work with them. If not.....I can't get folks in. We just missed a showing yesterday. It's very frustrating!!! Showings are so far and few between that missing one could be the person that would have bought the property. I really like these folks though and can't just drop them. So we do the best that we can.

Apr 22, 2008 04:57 PM #31
Rainmaker
201,317
Shannon Lefevre
John R. Wood Properties - Naples, FL
Shannon Lefevre, PA Your Naples Smart Girl

This Paul, has been a sticky point with me for quite some time as I'm sure you're well aware because you have been so sweet to read the posts where I have talked about similar situations...making it difficult will never make sense to me.  I'm sorry you don't have a rockin new sale to push down their throat right now but that is just a matter of a teeny weeny bit more time and then you will.

A company in my old market used to use "Making real estate really easy" or something like that and I remember alot of those agents were rarely accomodating....I used to joke around with other agents in my office and say, "xyz company is making Realtors really Queezy"! :)  No disrespect to the term Realtor, of course.

Apr 22, 2008 05:51 PM #32
Rainmaker
151,227
Carol Lee
Dilbeck Real Estate - Oak Park, CA
Realtor - Agoura, Oak Park, Westlake CA Homes

I have never understood how some people expect to sell their homes when it is never availabe to be shown.  (Tuesdays, 2-4 only).  jeesh!

 There are some agents out here who make their listings appointment only, so they can try to make it difficult and then double pop the listing.  One agent in particular was trying, not very subtly to recruit my client away from me- right in front of me!  Needless to say, we didn't hang out there too long!  Thankfully, I tend to have very loyal clients.

Apr 22, 2008 11:30 PM #33
Rainer
168,378
Steve Harless
Croteau Real Estate Services - 702-217-1680 - Las Vegas, NV
Croteau Real Estate Services - "Your Las Vegas Rea
paul: its amazing the power of focus people have these days; makes you wonder if they really want to succeed1
Apr 22, 2008 11:36 PM #34
Rainmaker
179,033
Dawn Workman
Veracity Real Estate Group, LLC - Camas, WA
Camas Real Estate Expert, MBA, 480-540-8100

Sometimes I feel like asking sellers- have you heard it is a buyer's market?  Come on if someone is interested you let them in- without ridiculous requirements.

 

Sorry I am about to steal your rant :) 

Apr 23, 2008 12:26 AM #35
Rainmaker
100,011
Leslie Stewart
Prudential Real Estate Professionals - Stayton, OR
Realtor , CRS, eCertified, Oregon Licensed Broker

I have an agent I would love to send this to. 

It's my second favorite game, next to "hide the lockbox."

Apr 23, 2008 01:57 AM #36
Rainmaker
331,047
Paul Slaybaugh
Realty Executives - Scottsdale, AZ
Scottsdale, AZ Real Estate

Lisa:  She doesn't even understand that she made an error.  Just thinks it's too bad that my buyer is being unreasonable.  Gee, never heard of a buyer letting emotion override logic?  Foolish, foolish, foolish.

Jesse:  Unfortunately, that team always seems to be well fielded with a whole busload of alternates in case of injury to any of the active roster.

Christina:  Well a big, huge, super duper thank you!

Amanda: I think you just spilled the secret.  Rats.  Well, since it's out in the open, where is this week's market reports?  I've been waiting all day!

Elaine:  No need to tell the seller.  They'll find out soon enough when their home fails to sell.

Jason:  Crazy, huh?  Nothing in this business should come between an interested, qualified buyer and access to the premises.  Nothing.  If your schedule has a conflict, resolve the conflict or find another way to get the buyer inside.  This is basic stuff.

Katerina:  That is the part that kills me.  You'd think such agents would be eager to make the sale and earn their fee, but ...

Apr 23, 2008 08:13 PM #37
Rainmaker
151,461
Amanda Hall
DFW Living - Fort Worth, TX
Real Estate Broker - Fort Worth Texas
Paul, I'm too busy kicking doors down for my buyer's to produce market reports.
Apr 23, 2008 08:16 PM #38
Rainmaker
331,047
Paul Slaybaugh
Realty Executives - Scottsdale, AZ
Scottsdale, AZ Real Estate

Brian: Amen!  With the tracking and security provided by today's sophisticated lockbox and keypad systems, there really is no excuse not to use one.  Some agents mistakenly believe that being present helps them better serve their clients.  Nothing is further from the truth.  Not only does it restrict access, but that agent has no rapport with my client.  Believe it or not, my buyer does not feel at ease in the home with a stranger leading her around and pointing out the linen closets.  They usually end up wanting to rush through the home without touching anything, like feeling uncomfortable when the seller is present.  The first time we actually saw this property before we went under contract originally, my buyer asked me at one point if I could shoo the agent away so we could talk frankly.

Kelly:  I should have addressed my reply to Brian to you instead.  See above and you will realize that I am in complete agreement with you.

Joddie:  I would have strapped the lockbox right to the old man's ankle.  Just above the monitoring device.

Jeremy:  Even then, I don't know if my buyer would entertain it.  The entire process has bad mojo now.  For an impulsive person, that is often enough to squelch any deal no matter how good the value.

BB:  That's a pretty darn good ratio of lockbox to non-lockbox.  I really do understand that some sellers require special showing instructions (pets, babies, etc), and have had such listings myself.  My only gripe is that you better be available at all times if there is no box, and an exception should be made for a showing like ours: solid buyer with whom the other party had been in escrow.  In this particular case, it was just the height of absurdity.

 

Apr 23, 2008 08:25 PM #39
Rainmaker
331,047
Paul Slaybaugh
Realty Executives - Scottsdale, AZ
Scottsdale, AZ Real Estate

Shannon:  It seems like the catchier the slogan, the shadier the outfit sometimes, doesn't it? ;)  I knew this topic was near and dear to you, and it was certainly near and dear to me in this instance.  Thanks for dropping in to add your fuel to my fire.

Carol:  That is just the worst.  It's bad enough when they tail you around the house, making your client uncomfortable.  Trying to solicit your client's business is just downright unseemly.  The good news is that I, and I suspect you, just don't work with clients who would be swayed by such tactics.

Steve:  I know.  Some spend all of their time in classrooms or at seminars.  They just don't grasp selling.

Dawn:  Steal away.  Agents market for buyers so desparately that I just don't understand when they turn them away, scheduling conflict or no.  If you want someone to buy the house, LET THEM IN THE DOOR!

Leslie:  That is a whole 'nother rant.  Suffice it to say, I do not particularly enjoy that game either.

Amanda:  Pretty please? (that usually works)

Apr 23, 2008 08:35 PM #40
Rainmaker
334,075
Judy Greenberg
Coldwell Banker Buffalo Grove- 350 Half Day Road - Buffalo Grove, IL
Coldwell Banker - Buffalo Grove - Long Grove Homes
Paul, thanks for getting to the point. I loved it.  I also like Leslie's comment on hide the lock box.  I play this game with the kids of my clients and they love it.   They always beat me in finding it.  You have to laugh!
Apr 23, 2008 10:06 PM #41
Anonymous
Anonymous
Anonymous

Paul,

Yet again another GREAT post! Keep up the GREAT job!

Christopher

Apr 23, 2008 10:26 PM #42
Rainer
66,710
Darleen McCullen
Raleigh, NC
Broker - Raleigh, NC Real Estate
Paul ~ What a shame that this "agent" was so difficult to work with. It sounds as if she just wants to be in control. Her loss!
Apr 23, 2008 10:31 PM #43
Rainmaker
691,711
Sharon Paxson
HÔM Sotheby's International Realty, BRE License 01501912 - Newport Beach, CA
Newport Beach Real Estate - HOM Sotheby's Int'l Re
Paul - that is unfortunate that the agent was not cooperative. I believe it is our job to make the property available to the greatest number of buyers. The sellers I have right now are very cooperative.
Apr 24, 2008 10:27 AM #44
Rainer
17,548
Stephanie Heron
Dressing Rooms LLC - Scottsdale, AZ
Weeber - Dressing Rooms

Hi Paul was this aimed at me? Just kidding...but I had my home listed for, well, quite some time and I was appointment only, no lock box. Having said that I always complied with every request to see the home (2 days after surgery on one occasion) and my agents always dropped everything to show it. There were several reasons for going this route - dogs (dog hair - lots of it), horses and, as a Stager, I insisted it looked perfect for every showing:) Rest assured though - I left the house for every showing - nothing worse than the seller sitting on the sofa while the buyer tries to peak in their closets:)

Stephanie

Apr 24, 2008 10:31 PM #45
Rainer
274,098
Adam Waldman
Westcott Group Real Estate Company - Hauppauge, NY
Realtor - Long Island
PAUL - You know my feelings about this from my recent posts.  I can't think of a bigger disservice to homeowners than allowing a home to be on the market, but difficult to show.  I make a mental checklist of the agents that repeatedly do this, and do whatever I can to avoid their listings.
Apr 25, 2008 08:35 AM #46
Rainmaker
20,777
Karen Turney
Homesmart - Phoenix, AZ
Phoenix Real Estate

Well, I understand your frustration.  It amazes me that when I have hundreds to show that any agent would limit their showings. I find a few things that lead to unshowable listings.

1. Tenant wont cooperate. Tell the seller to make it worth their while, one month free rent for limitless showings. Instead of that extra month in "days on the market"

2. Agents insist on being called to arrange all showings.  Dont quite understand why. If you explain to the seller that they are limiting the showings, they will usually comply.

3. Agents work other 9-5 jobs and they dont perform well anymore. This is my latest repeat problem.

Good Luck, I am sure you will find the right house.

Apr 27, 2008 11:15 PM #47
Rainer
18,423
Debbie Mounteer
Salt Lake City, UT
AHHHH!!! unfortunately true to life. Why your home didn't sell....you never would allow anyone to see it. That is a big one for FSBOS. You work two jobs and try to run a household and want to sell your own home. Good luck. Get a professional.
Apr 28, 2008 01:08 PM #48
Rainmaker
331,047
Paul Slaybaugh
Realty Executives - Scottsdale, AZ
Scottsdale, AZ Real Estate

Judy: Unfortunate that we have to play that game, but you gotta find fun where you can!

Christopher:  Thank you, sir.  I see your "What the ...?" post just keeps going and going.  That puppy has some long legs!

Darleen:  She just doesn't get it.  She strikes me as one who can cite most any commissioner's rule or technical aspect of a transaction, while not understanding the finer points of selling a home.

Sharon:  Absolutely.  Our market is not an easy one the negotiate right now.  It is a listing agent's duty to do backflips if necessary to get buyers through their properties, not make it difficult.  The opportunites are fewer and farther between, so you really must capitalize on every potential showing.  That's just generally speaking too.  The fact that this was a buyer who demonstrated a desire and ability to purchase the property previously, not finding a way to grant us access in this instance was unconscionable.

Stephanie: While I think the "by appointment only" route is still a mistake (better that you get the showing when the home doesn't show perfectly than not getting it at all), it can work if both the seller and listing agent are willing to drop everything to accomodate a showing.  Sounds like you were.  I only wish the same were true of the listing in question.

Adam:  With so much inventory out there, such agents do run the risk of finding themselves on the mental lists that you mentioned.  If you want to show five properties, and there are 20 possibilites, one of the first ones to get tossed will be one you know will be difficult to show (all other factors being equal).

Karen:  I run into those three scenarios far more than I care to admit.  Thanks for your input.

Debbie:  Not only hire a professional, but hire a professional who understands how to "sell" not just "market."  Thanks for commenting.

Apr 28, 2008 01:52 PM #49
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Rainmaker
331,047

Paul Slaybaugh

Scottsdale, AZ Real Estate
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