I heard a great story yesterday from the Keller Williams office I work with in Wausau, Wisconsin.
One of our newer hires, who came to us from another firm but is relatively new in the business, had her first listing appointment last week. The appointment came about as a walk in to the office. He was an elderly gentleman who lived about 2 blocks from our office. He stated he needed to sell his house so he could move approximately 3 hours north to live with his son and his son's family.
My excited agent scheduled a time to come out to his house to present a CMA. Being newer at this, she asked her friend in the company to join her and help her with suggestions on how to stage the house with the Seller. When the 2 agents arrived at the home, they found it an utter disaster! There were newspapers piled everywhere, dirty dishes 2 feet high on the counter tops, etc.... Those of you who've been in the business for any length of time have probably experienced someone's home in this condition.
Anyway, as the agent proceeded with her presentation the Seller got very agitated. He argued with her on the numbers the market analysis were showing as to the value of his home. He had it listed for the prior year with another firm in town and never received an offer. When my agent inquired as to why the Seller believed he hadn't received any offers previously he told her it was because of the "Doctors and the Aliens". "Doctors and aliens?" my agent asked. "Yes, first the aliens abducted me and ran all kinds of tests on me, now the Doctors want to do the same thing", the Seller responded.
Yikes, my agent thought. This poor man isn't mentally stable. She quickly thought of a way to graciously excuse herself from the meeting and left the man's home.
She then went back to the office and did some research on this man and his family. She was able to track down the son's telephone number in a town 3 hours from here. She called him that evening and explained what had happened earlier in the day with the man's father. The son was very grateful for the call. He, in fact, stated that never once had a real estate agent tried to contact him when dealing with his father. He agreed that his father was facing some challenges but the fact that the father wanted to sell his house to move in with the son wasn't going to work for the family. They had no room nor the ability to care for him. Sad is this was, the son also stated that the father would drive north to visit his family every 2 weeks and that if he took his medication regularly, his apparent dementia was held in check.
The son thanked my agent for contacting him. Told her he would speak with his father again about not selling his house and work to make sure the father was given the care he needed in Wausau.
I was so proud of Sue when I heard this story. She could have taken advantage of a bad situation, convinced the father to sign a listing agreement and tried to sell the house for him. She chose, however, the high road when she realized he might need help in this decision making process. That road cost her getting her first listing but I know that in the long run put her on the right path to being a huge success in this business.