“What’s the goal?” is one of the phone wallpapers to remind me to focus on the goal, not the distractions or whatever feels good.
I don’t work so much with agents anymore on handling objections because I felt that become this odd competition. They could handle objection but were seeking that out instead of the appointment. It became this weird tennis match with no final victory
If you have your goal in mind, it gives you direction. There’s no reason to try to win a pissing match with an agent. I’ve seen my own agents get into these battles, feel like they won, only to have to put their tail between their legs and ask a favor from the other side because something went wrong on their own end. You might feel like inspections negotiations are the last hurdle until your client messes up and buys a refrigerator pushing closing back or you sellers lost their rental and now need to close and stay in the house for a few days to line up something new.
The easiest deals were where no one was trying to up each other. Everyone was just being reasonable. The furnace was 30 years-old and the inspector says he won’t touch it because he literally thinks it might crumble. Seller agrees he should get a new one for the buyer.
Like I said earlier, people get stuck on the principle, which seemingly moves as their emotions do which means it’s not a principle. Remind your client that the sale is the goal. We’ve had clients that want to give up over something that equaled .3% of the price of their home. “For $1,250, you are buying your house back.”
There are two kinds of road trips. One where you just need to get there. The other is where you are taking your time and stopping and detouring whenever. The real estate path is getting there and you need to be the one to keep yourself and your clients on the road. There may be some crying about not stopping for ice cream but they will forget that once it’s all over.
Here are the three real estate goals:
- Getting the appointment
- Getting an accepted contract
- Closing the deal