{"id":2016,"date":"2007-10-08T09:45:59","date_gmt":"2007-10-08T16:45:59","guid":{"rendered":"http:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/?p=2016"},"modified":"2007-10-08T10:25:05","modified_gmt":"2007-10-08T17:25:05","slug":"christopher-columbus-a-top-producer-for-the-ages","status":"publish","type":"post","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/2016\/christopher-columbus-a-top-producer-for-the-ages\/","title":{"rendered":"Christopher Columbus… a top producer for the ages!"},"content":{"rendered":"

<\/p>\n

I had a buyer in my car the other day. A nice, interesting, serious lady whom I’ve been emailing back and forth, and talking to for the past many months. But this was the first time we had met face to face. I thought we had built a truly congenial rapport over the summer. She was a referral. She is a dog-lover. Sadly, her mother had died during the past year after having spent some time in hospice. A lot of common ground and mutual respect. She was ready, willing and able to buy a house and I wanted to help her buy her ideal house for a price that’s right for her.<\/p>\n

This should be easy. In this market there are ten homes for every buyer. We like each other. And I had an armful of worthy listings and a tank full of gas. So I was admittedly surprised when hours into our house-hunt I started to sense hesitancy from my client in response to some of my questions: basic questions like, “How much cash do you have to put into this transaction?”; “Have you thought about the earnest money?”; “Your loan officer said he can close within two weeks, how quickly are you planning on moving?”. I was surprised to find myself having to explain that I will be better able represent her if she’s forthright with me.<\/p>\n

Later that evening I described the situation to Greg, my mentor, broker, husband, etc. He suggested that I still don’t see myself as a salesperson. I’m still operating in the project manager mode of my previous livelihood — facilitating<\/i> the outcome rather than influencing<\/i> it. But even though I<\/i> don’t see myself as a salesperson, my clients all do. And along with that perception comes all the baggage that clients bring from having had a bad experience with a salesperson, or having heard of someone else’s bad experience, or having seen a movie like Glengarry Glen Ross<\/a>, which portrays slimy salespeople.<\/p>\n

Greg’s solution? Address the problem head-on. Go beyond where I had gone, which was to justify my need to know: Acknowledge that I’m Read more<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"

I had a buyer in my car the other day. A nice, interesting, serious lady whom I’ve been emailing back and forth, and talking to for the past many months. But this was the first time we had met face to face. I thought we had built a truly congenial rapport over the summer. She […]<\/p>\n","protected":false},"author":3,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_crdt_document":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[5,10],"tags":[],"class_list":{"0":"post-2016","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"hentry","6":"category-real-estate","7":"category-realty-reality","9":"no-featured-image"},"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack-related-posts":[{"id":368,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/368\/more-buyer-agency-email-the-quality-of-representation-is-not-strained-by-full-disclosure\/","url_meta":{"origin":2016,"position":0},"title":"More buyer agency email: The quality of representation is not strained — by full disclosure . . .","author":"Greg Swann","date":"September 22, 2006","format":false,"excerpt":"No hostile phone calls today, which is not usually the case. But here is another email from another testy real estate broker. For what it's worth, I think these brokers deserve credit for standing up for their opinions, rather than hiding behind anonymous phone calls. But: I think the argument\u2026","rel":"","context":"In "Marketing"","block_context":{"text":"Marketing","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/marketing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":487,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/487\/butterflies-might-be-free-but-home-buyers-pay-for-real-estate-advice-whether-they-know-it-or-not\/","url_meta":{"origin":2016,"position":1},"title":"Butterflies might be free, but home-buyers pay for real estate advice — whether they know it or not . . .","author":"Greg Swann","date":"September 29, 2006","format":false,"excerpt":"Ardell raises some questions at Rain City Guide about my column in this morning's paper on negotiating the buyer's agent's commission. I'm going to address some of her remarks here, but my fullest statement on the topic is quite a bit more comprehensive. In the newspaper, I get 350 words\u2026","rel":"","context":"In "Blogging"","block_context":{"text":"Blogging","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/blogging\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":16052,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/16052\/the-world-you-find-is-the-one-youre-looking-for-and-the-map-to-that-world-is-written-in-the-lines-of-your-face\/","url_meta":{"origin":2016,"position":2},"title":"The world you find is the one you’re looking for, and the map to that world is written in the lines of your face.","author":"Greg Swann","date":"July 16, 2012","format":false,"excerpt":"A couple weeks ago we got together with an old friend whom we had not seen in some while. She made a huge point of remarking that my appearance had not changed at all, which I dismissed as a kindly untruth, sweet but surely very far from being accurate. It\u2026","rel":"","context":"In "Egoism in Action"","block_context":{"text":"Egoism in Action","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/egoism-in-action\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":897,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/897\/the-plastic-pig-and-how-to-pick-your-agent\/","url_meta":{"origin":2016,"position":3},"title":"The Plastic Pig (and How to Pick Your Agent)","author":"Kris Berg","date":"January 15, 2007","format":false,"excerpt":"A million years ago, my mother won the office football pool. It was a Pick the Winners contest, and she did it with a plastic pig. Now, keep in mind that this is the same woman that found herself relegated to her bed for a week after losing the rubber\u2026","rel":"","context":"In "Blog Carnivals"","block_context":{"text":"Blog Carnivals","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/blog-carnivals\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1677,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/1677\/in-defense-of-buyers-agents\/","url_meta":{"origin":2016,"position":4},"title":"In Defense of Buyers’ Agents","author":"Jeff Kempe","date":"July 19, 2007","format":false,"excerpt":"This came into the comments section of this post yesterday, from Joshua Ferris:What type of services do you expect a buyer's agent to offer in order to create a \"real value\"?Thank you, Joshua, for the set up! Timing couldn't be better; there seems to be a confluence of events. Redfin\u2026","rel":"","context":"In "Ask the Broker"","block_context":{"text":"Ask the Broker","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/ask-the-broker\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":3027,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/3027\/gen-x-gen-y-and-the-end-of-the-traditional-real-estate-business-model\/","url_meta":{"origin":2016,"position":5},"title":"Gen X, Gen Y, And the End Of The Traditional Real Estate Business Model","author":"Barry Cunningham","date":"April 27, 2008","format":false,"excerpt":"\u00a0 With the median age of real estate agents being 52 years of age (source NAR), new Realtors hoping to make their mark in the real estate business are casting aside conventional wisdom. New Real Estate Agents Seeking Gen X And Gen Y Buyers Break From The Mold New real\u2026","rel":"","context":"In "Disintermediation"","block_context":{"text":"Disintermediation","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/disintermediation\/"},"img":{"alt_text":"Real Estate Radio USA | Gen Y Homebuyers","src":"https:\/\/i0.wp.com\/www.realestateradiousa.com\/blog\/wp-content\/uploads\/2008\/04\/geny.jpg?resize=350%2C200","width":350,"height":200},"classes":[]}],"_links":{"self":[{"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/posts\/2016","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/users\/3"}],"replies":[{"embeddable":true,"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/comments?post=2016"}],"version-history":[{"count":0,"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/posts\/2016\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/media?parent=2016"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/categories?post=2016"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/tags?post=2016"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}