Walking away from people I care about in my business is never easy. Nor am I flippant about doing such things. Yet I did just that, my very first time, when I walked away from a listing a few days ago….
My reasoning is quite simple: I value what I do. I believe my character, integrity and honest approach, along with the one-on-one time I spend with each client of mine is worth something. What I provide is of value.
We, us real estate minions, are an unruly lot. Many of us, what we do, how we serve, is gravely misunderstood by consumers. Some agents get argumentative, defending their position; an attitude of entitlement for the mere fact there’s an open house or two, Internet exposure of your listing and local postcards sent with “New Listing!” Big deal. There is no entitlement in service, only truth and due diligence. And fixing problems by offering solutions.
I find myself wavering back and forth between giving of my time and when to stop. One assumes consumers understand how we agents’ achieve a paycheck, that we see nothing until a home is sold. As for me, my character, I’m quite aware I give more (time, energy, etc) than I probably should. Problem lies in too much service. With my would-be client, an older gentleman, his situation as different and unique as the next seller, filled with anxiety about selling his home he’s had for so long. Not trivial in the least. Anxiety is something I greatly respect, no matter what age. For seniors, it’s another matter entirely. Without sensitivity, astute listening skills and a fierce sense of advocacy, many seniors will be taken advantage of. Therein lies my dilemma: where to set boundaries. Perhaps giving must have its own limits.
After working with the older gentleman for months, building a relationship, earning his trust, by the time we entered into signing the listing agreement, it came as little surprise he would not negotiate much on fees. Explaining the why’s, quite fruitless at that point, I quietly suggested he look up a company like Help-U-Sell, where they offer fee based services, more a la carte, if you will. Asking why I did not partake in this model, I simply shared that with me, one gets the entire package. Risk is great, greater than every in a real estate transaction these days. Above that, trust in one’s abilities serves most consumer’s well.
And with that, gathering all documents, I stood up, politely shook his hand, sincerely wished him the best and told him I’d always be available if he changed his mind. And that is true. I’m always available, ready to serve. And fix things. That’s what I do.