F O L L O W T H R O U G H (It's not an option!)

By
Real Estate Agent with Keller Williams Western Realty

I recently received a a very nice and supportive compliment while working on a deal.  The funny part was tht it did not come from my client, but from his accountant.  While listing my clients property Iit became increasingly more difficult to entice buyers to make offers on the property because there was a lack of financial info to disclose.  I had been on the owner to provide myself with data but, his schedule and travel kept him from getting me the information I needed to bring an offer to the table.  After several weeks of inneffective showings, Idecided to have a face to face with the owner and layout the facts as to why there were no reasonable offers.  Being a straight shooter, I told him that his lack of response and action has led to the lack of offers and the failure to sell his business.  I clearly let him know that if he wanted me to sell his business, he needed to act or get me the names of people in the business who could provide me with all the financials.  He agreed realizing that even he wouldn't have bought the business if the past owner had not shown him his financial data.  With that said he gave me the names and numbers of all his bookeepers and his accountant.  Armed with a letter of authorization I immediately put the bookeepers to work provideng all the necessary data to the accountant who was then to prepare a full analysis of the business along with a narrative explaining the profits and losses over the past three years.  After several days and dozens of intense phone calls we had a prepared packet for a buyer, who when given the packet scheduled a flight to visit the business and made an exceptionally strong offer the very same day as his visit.  I heard back from the accountant of the owner a week later, when he called to tell me that at first he thought I was a pushy and impatient Realtor, but after seeing the response from the buyer and remembering the past Realtors, he had a change of mind.  He told me that in the past, other Realtors had buyers but again no numbers and he saw only one offer over a eight month period.  The one offer fell through because the Realtor took too long to produce the financials and the buyers soon found another property to purchase.  He told me my tenacity and bulldog attitude was what was needed to get the ball rolling and completed.  As a professional he commented that I was exactly what the business needed to get a deal done, and I was the first Realtor he has met that started the deal and had my finger on the pulse of the deal right to the close.  In the future he has told me if he needs a Realtor, he doesn't need to look hard to find the right one, just to his rolodex where he has taped my business card.

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Rainer
51,421
Elizabeth Ward Small
REALTOR & CEO The 3B Method Seminars - Burlington, NC

Yep! We have to remember who we work for, even when it's difficult to work for them and take up their cause as our own!

July 02, 2008 04:02 PM #1
Rainmaker
216,123
Eric Egeland
RE/MAX SUBURBAN - Libertyville, IL
SFR, e-PRO, CDPE

Thanks for the post Dennis.

Keep up the good work.

July 02, 2008 04:03 PM #2
Ambassador
785,312
Charlie Ragonesi
AllMountainRealty.com - Big Canoe, GA
Homes - Big Canoe, Jasper, North Georgia Pros

Nice post some of the appeal of this business is the difference inall the cleints

July 02, 2008 04:11 PM #3
Ambassador
785,312
Charlie Ragonesi
AllMountainRealty.com - Big Canoe, GA
Homes - Big Canoe, Jasper, North Georgia Pros

Nice post some of the appeal of this business is the difference inall the cleints

July 02, 2008 04:11 PM #4
Rainer
42,052
Todd Hueffed
Champions Real Estate Services - Everett, WA

I hear you on this sometimes you just have to lay it out for the client as you know in the end we are to blame for everything that goes wrong so I would rather make sure they know up front what I need.....I even call it homework for them and that they are going to get detention if they don't do there homework.

Of course this has also blown up in my face from time to time but I look at it I would rather not have that listing anyway then.........as if its that hard to get information from them now imagine when you are under contract and have legal time lines....

Todd Hueffed

July 02, 2008 05:32 PM #5
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Rainmaker
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Dennis Kelley

WA Realtor
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