I had a sign call for one of my listings in north Austin yesterday, and we set up an appointment to take a look at the home today at 3:00. He sounded like a nice young guy on the phone when we spoke, and we had a great rapport during the showing. I noticed that he was carrying a spiral notebook with notes about lots of houses (along with agent names, phone numbers, etc.).
We spent awhile looking around and talking about the area and the market in general, and he was hoping his wife could make it to see the place, too. I told him that I didn't have any other appointments until around 6:30, so I was available if we needed to wait on her to see it. This made him happy and he tried to call his wife a few times, to no avail.
While we were looking around in the back yard, I received another call from the flyer, from a lady who lived about two blocks away. I told her that she could swing by to take a look since I was already there showing it to someone else. Needless to say, this created a slight sense of urgency for both parties, although I don't know if it will pan out yet with either of them. Truthfully, it felt like a mini-open house.
Before the other lady arrived, I began to wrap things up with the first buyer. I told him that I would be happy to help him if he was looking at a lot of homes in the area (I already knew he didn't have an agent). He was somewhat noncommittal, but pleasant, and we parted ways. I also told him that I would be happy to come back if his wife were able to make it today, and he was thankful. I gave him my card before he left.
Imagine my surprise when I got a call from him about an hour later, asking if I could show him a couple of other homes in the neighborhood. It turns out that both of them were vacant, so I didn't have to make any appointments.
I told him that I could easily do that, and he said, "That's great! I just want to get your opinion on those so that we can make a decision. I have narrowed it down to three homes, and we will be buying something soon. I'm going to go through you when I buy."
After showing him the other places, I am not really sure that my listing is the best fit for him, his wife, and their four-year old son. I gave him my honest opinion about the pros and cons of each home. If he decides to pursue my listing, we will deal with the intermediary issues and disclosures then. Either way, I gained a new buyer by simply being available and 
mentioning that I would like to help.
I realized that I might have been the first person to even ask for his business. Perhaps not, but I didn't pressure him in any way, just offered the service if he needed it. This has been my method for many years, but I wondered how many agents he must have already encountered while doing his research. I counted at least a dozen names on the list in his notebook. Perhaps all of them asked for his business, but I bet that most of them didn't bother.
I have never been one to consider us as glorified order takers in the real estate business, although those people certainly exist. I add value to the transaction, either by providing information or perspective that the buyer or seller would not have, or via negotiations, which have become one of my strengths over the years.
So, don't be shy with potential clients. Ask for the business! Sometimes, you might actually get it.
Copyright 2008 Austin Homes
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Yes Simon! Doing it right! That's the ticket to success! Keep up that great work and the rewards will always come to you ! Thanks.
Tom Davis - A Delaware Real Estate Agent Serving Delaware Home For Sale Realty - Active Rain Blogger
Jason:
That is great. You are right. Sometimes we need to just ask.
I think this is simply the way you handle it. I have seen people vyiing for the business, but losing any interest if it wasn't entirely their way.
I have noticed that long ago, and often do tell them that I would love to answer their questiojns, or do something without actually making them feel that I demand something in return. Usually people feel that very well, and they are eager to give you their business.
Maybe it is seeing beyond the customer's wallet.
I agree, we all have to learn how to ask for the business, and as demonstrated by your post, we all have different ways of doing so. Some are more direct than others, but the point is, find what works for you and do it! Great post!
Jason, I think it's more about his liking you and your non-pushy personality. People are very turned off by that you know! ;-)
SIMON - Thanks for your kind comment. It really wasn't a big deal, which was part of what made it a bit surprising. Have a great week!
EPCON - I agree. "No" is not typically physically painful, so we shouldn't be too afraid to hear it occasionally.
LISA - Thanks for sharing your wonderful tip. You should write a post about that, too! Great job!
TOM - Thanks for your enthusiastic comments. Have a good one -
KIMBERLY - It's as simple as that. Thanks for stopping by to check this one out!
PAUL - I don't know if you remember my "rookie enthusiasm" post, but part of my vow was to demonstrate why they would want to work with me and only me. This time, it appears to have worked.
ALAN - Glad you liked it. It's all completely true! We need to get together sometime soon.
STELLA - I have had this happen a few times myself. Thanks for your comments!
KEN - Thanks for the compliment! I got inspired to write this one while I was in the car on the way home this evening. I agree with your point about "psychological chess" - that is probably a bit part of it. Sometimes, directness can be refreshing for everyone involved.
JON - I like your comment about looking past the customer's wallet. When we see them as real people with a real need, we are more likely to respond correctly.
RYAN - This is true. It is important to find your own unique sales style and use it. Thanks!
TERI - Perhaps you're on to something here. I am pretty likeable - right?
TODD - Thanks for your comments. I agree with you - it is astounding how many agents simply forget to ask for the business or do it in a clumsy manner.
ROBERTA - I don't use the agreements myself, but I did write a post awhile back about how to implement them: How to Present and Use Buyer's Representation Agreements. I hope you find this helpful, or at least interesting.
CANDI - Thanks so much for your enthusiastic comments! I appreciate them very much. You're a great friend. As you said, availability, service, and info are three of the big keys to success in our business.
KATHLEEN - I hope you're also having a great 2008! As you mentioned, when our clients are relaxed, things simply go smoother. Take care -
Jason,
Such an easy observation, but so many don't ask for the business. Since we give good service, why would we allow them to get stuck with someone else who won't do a good job for them. Of course we have to ask. Ask him why he chose you and if the other ten even asked. Then you can post it for us too.
List and Sell (with service, responsiveness and ask) Gary @ RentonHomeFinder
When we were going through the process of finding our first home a few years ago, I contacted several agents from listings I found online through Realtor.com that we were interested in. I was overwhelmingly surprised that the majority of the agents either did not even bother to return my call or simply gave me the general information I requested without going any further than that. When I specifically asked about getting in to see the house, I received many comments such as "the Open House is going to be on...." It was very frustrating and disheartening for a first-time home buyer. The caliber of clients that I typically work with don't do business this way so I was unprepared on how to deal with these agents. Not one of them actually asked me whether or not we were pre-approved (which we were) or if we needed a realtor (which we did). I eventually went to HomeGain.com to find a realtor. I never would have gone that route if just one of the realtors I contacted had simply said, "How can I help you find a home?" So kudos to you for taking the small step of ASKING for the client!
~Renae - Market 4 Real!
Jason, I've always believed that "It never hurts to ask. The worst they can do is say no." I have recently had to pass this on (again) to my son concerning school work and teachers. Thankfully, the teacher said yes and my son is happy he did ask. Now he hopes the grade proves out for the extra work he had to do. Thanks for the good reminder.
This should have been featured. This is exactly my style and believe it or not, being candid with people about why a property may NOT be right for them brings a huge payoff. They learn instantly that they can trust you. The truth is, once that happens, you don't even need to ask for their business. They're yours!
Great post!!
Jason,
So true.......you likely received this new business because you gave first. Approaching a prospect from a position of contribution is such a great way to demonstrate you care and immediately develop a trust based relationship. Good for you!!
It still amazes me how many agents wait for business to come to them and focus on what's in it for them instead of how they can help their prospect achieve their goals.
Excellent point, Jason. You just never know until you ask, right? Glad to see you have learned this at a young age!!
Kathy
Jason, Sometimes they are just waiting to see if you want their business. Good for you for asking.
Bill Roberts
Jason- I just recently subscribed to your blog, and in the process of looking through your past postings, I came across this one. I approach inquiries from potential buyers in a similar way, and most of the time, it really does turn into a loyal client/customer. I think that one of the good points that you made in this was that you had built a good rapport with the buyer. Thank you again for sharing your insight and experience! I always learn something from your posts!