Past clients whom I thought were local, loyal, appreciative clients, for whom I gave valuable advice to brighten up the basement, went ahead and interviewed two other Realtors without giving me the opportunity to present anything in writing.
They thought I mentioned something about 6%. I probably said "another Realtor would charge 6% with staging". Its amazing what people "hear".
When people ask the following questions...
- "Can you come over and look at the house"
- "We are not ready to sell but please come take a look"
- "We just want an idea of what is worth"
It's a JOB INTERVIEW from the very first meeting.
Therefore, during the first meeting I need to:
1) PROBE, PROBE, PROBE
2) ASK the QUESTIONS I DON'T WANT THE ANSWERS TO
3) TURLY UNDERSTAND THEIR GOALS AND NEEDS
4) PUT MY COMMITMENTS, MARKETING PLAN AND COMMISSION IN WRITING.
The house evaluation is secondary.
NO AMOUNT OF GOOD WILL CAN REPLACE qualifying questions. Another way of saying it is that BEING PROFESSIONAL TRUMPS GOODWILL.
It's ALL about BEING PROFESSIONAL.