One of the newer agents in our office, Judy Stockton stopped me in the hallway the other day. New is probably a misnomer…she is a savvy veteran REALTOR, just new to our 120. She always seems to have a pleasant smile and an upbeat demeanor, even when things are not easy.
This day her smile seemed especially intense…and I figured it was safe to ask her how things were going. “Great.” she said.
“You are carrying a contract, looks like things are good…” I mused.
“Yep. Actually we just got the inspection report and what the buyers want done and I just dropped it off to the sellers. ”
She then went on to explain her strategy for dealing with difficult inspection reports, low offers, and other such downers that agents often have to deal with. I was impressed enough with her strategy that I want to pass it along.
When she has particularly bad news for a client that could be a deal bender or maybe even breaker, she calls the client and explains that she is on the way to ( insert IMPORTANT MUST DO THING HERE) but just got the inspection report and wanted to drop this off first thing.
Then she explains that she will not EVEN have time to talk about it, but will return in two hours or so right after (insert IMPORTANT MUST DO THING HERE) and then she will be happy to go over the details and ANY questions that they have.
Her words: “The first couple of hours, they get the anger out and the frustration. If I was there, it would be VERY difficult to not get emotionally involved. This way, I come back when they have thought it through a bit and I am not the focal point of their feelings and we can all see it more clearly.”
Why was she smiling? Because (an hour after dropping off the inspection and heading out to do her “task”) her client had just left her a voice mail and said,”I know you were going to come back in a couple of hours, but this thing REALLY has me emotional…I mean I am TICKED…would you be OK with coming over in the morning instead…I may have cooled off by then and we can think through what to do..”
I know this isn’t TECHNOLOGY, MARKETING, SEO or other such, but I just wanted to drop this off…what I thought was a great strategy to deal with some of the tough situations that we find ourselves in these days…10 comments