Proof That High Pressure Sales Tactics Don’t Work At least in my experience, the odds of a first showing leading to a consummated transaction are perhaps 1 in 10. The exception to that? If the Buyer’s agent is headed to the airport, or otherwise under acute time pressure. When that’s the case, I’d estimate that the...Read More
Good Journalistic — and Realtor — Technique (vs. Parent of New College Student) Good journalists — and Realtors! — know that the key to eliciting information is to pose open-ended questions rather than closed-ended questions. So, savvy listing agents debriefing Buyers’ agents ask, “What did your client like most/least about the home?,” not, “How did...Read More
Beginner Drafting Mistakes “As I am smoking . . . I don’t expect to be thanked.” —What John Hurt’s character ” in “Love and Death on Long Island” (1997) ” says to the cab driver, when the latter points to the cab’s “Thank You For Not Smoking” sign, and asks Hurt to extinguish his cigarette. [Editor’s Note: The views expressed here are...Read More
The Mindset of Buyers, Sellers, and Their Agents . . . in Three Words Want a 3-word summary of the current state of the housing market and people’s mindset? Here’s mine by category: Buyers: “Wary.” Not all but many Buyers now are nervous about what they perceive to be elevated housing prices — and what comes next....Read More
True or false: what Realtors call “the selling agent” once a deal closes represents the Seller (no, this isn’t another “Grant’s Tomb” question). Answer: false. The agent who represents the owner/seller is called “the listing agent”; post-closing, the Buyer’s agent is referred to as “the selling agent.” Nomenclature Once you work in real estate sales...Read More
What’s a “1.5 showing?” When one partner in a couple has seen the house and likes it, and gives their partner a green light to take a look. Rules & Exceptions As a general rule, Realtors acting as a Buyer’s agent prefer that both (all**) decision-makers be present at all showings. That’s not only more efficient,...Read More
