Winning Over The Naysayers
BoomTown has challenged us to write about our most common or most annoying objection we receive online. I’ve enjoyed reading the posts and get a positive feeling after seeing how many objections Rainer’s have overcome. Winning over the naysayers can be done and it’s a big feeling of accomplishment when we do it.
I inquired on a FSBO last year that my clients were interested in. I called the number on the post that was online and after getting some more information I asked if they were willing to compensate a buyer’s agent. As soon as I asked about compensation the tone changed, I could feel the defensiveness through the phone. She said they might but, had not decided on how much they’d be willing to pay and that all agents were just out for the money.
I didn’t comment and proceeded to ask if I could bring my buyers for a tour and she agreed. We went and saw the home and it was overpriced so they decided to make an offer on a house we had already seen down the street. I emailed the owner with an update and thanked her for her time. What I got back was a brutal email and bad Facebook review that they probably weren’t even real buyers and that I had just brought them to try and get into her home and convince her to list with me. I knew it wasn’t me that it was really directed too, I never mentioned anything about listing but, it still stung to read everything. Somewhere along the line there had been a bad experience that I had nothing to do with.
I don’t honestly know what made me respond, I actually felt bad that they were having trouble selling what was a very nice home and I knew from our first conversation her husband was in the Military and being transferred soon. I responded and offered to let them use one of my signs that advertises a number that’s attached to a tracking software so that they could take buyer calls and told her I didn’t want anything for it just wanted to help. The home was on a main street with no sign and I knew there was a ton of traffic going by every day. There were a lot of emails that went back and forth making sure I didn’t expect compensation and eventually said she’d like to use the sign. I dropped it off and said just let me know when you’re under contract and I’ll come pick it up. The next day I saw the Facebook review was deleted.
A couple weeks later she called to tell me she had an offer but, it was well below list price and she didn’t know what to do. She asked if she could pay me a flat fee for advice. I declined the fee but, was honest and let her know the house was overpriced and that the offer was fair. We talked comps and the house has since closed. When I went to pick my sign up she asked me why I declined collecting a fee and I let her know that while this is my business and I’m very good at what I do it’s not always about the money. I thanked her husband for his service, thanked her for the sacrifice I know military wives make and said if they ever know someone that needs an honest and trustworthy agent in the area to please give them my name. About a month after they moved I received a call from a friend of hers who was looking to buy. We successfully closed on her home last year and she has since referred a co-worker to me that's planning to buy this summer.
Image courtesy of Stuart Miles at FreeDigitalPhotos.net