I had a deal that I was working on recently which got a little heated near the closing, because the closing was delayed because of some mortgage matters. Additionally, there were a handful of questionable repair items and we weren't sure if the seller was going to get them cleared up in time or not. I was the buyer's agent for the transaction.
There was a bunch of junk still left near the back of the property a couple of days before we were supposed to close, and I asked the listing agent about it. The response from the seller was terse:
"That stuff was there when I moved in and I never did anything with it because I didn't use it."
Before I forwarded this to my client, I responded to the listing agent and told her that I was pretty sure that the buyers would want this removed before closing. She later let me know that he did remove everything, so I was able to tell my client that it was handled by the seller after all (what a surprise!).
I gave the seller credit rather than acting like I did something special, because it made the buyer feel better about the seller in this case.
A few years ago, I sold a $3.5 million home to some clients. The inspector uncovered about $6000 worth of repairs that the buyers wanted to have completed by the seller.
I got a call one day from the seller (not my client). He asked me if I would be willing to split the repairs with him. If so, he would sign off on them and I could simply give him $3000 after closing. I agreed to his request in the interest of preserving my soon-to-be $105,000 commission check. He promptly signed and returned the repair request.
I never told my buyer clients about that conversation, because I know that it would have upset them unduly and perhaps put the deal in jeopardy. Rather, I let the seller take credit for being a generous nice guy who was handling things for them.
In our business, much of our success is determined by our ability to communicate well, and to present information to our clients in a way that will not upset them.
I would never advocate lying to preserve a sale, but there are times that I allow others to take the credit, mainly because it can go a long way toward preserving goodwill.
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I can't believe you wrote a blog while you are on the phone with me! LOL!
Jason, We all have our crosses to bare, and I too have had fogged windows replaced as the buyer had requested and the seller had refused. It was easier to say the condition was completed rather taking credit. I knew in some cases my buyers would have refused to let me do this if they knew it was my money not the sellers that resolved the issues, so better to say nothing and get it done. Steve
Sme people need the recognition so bad that they try to take credit for everything. I call them the little people, because they never see the big picture.
LOL @ Larry's comment! There is definitely something to be said for not requiring credit or validation for everything. Happy clients and future business are the goal not reciving the "I'm Special" button.
Hi Jason ... Early on, I found the less said about who, how, and why the better. The worse thing we can do is create animosity between buyer and seller. I couldn't agree more.
Jason- That is so correct and the right way of doing things not just in real estate but also in life.I used to teach my children to do things nice to others secretly and not tell. The scriptures also say that if you see alms in from of men that is your reward but when your alms are done in secret your reward will be in heaven.
I could tell you many stories of the crazy, silly, stupid, and nice things I have done to preserve a transaction. The one that comes to mind first was the morning I was headed to a closing (I had two scheduled that day) and the buyers agent called me. Her buyer was buying one of my listings. She said,"They left dog poo in the shed and the top of a trailer in the back yard." I raced other there to shovel the poo and found that the fence was locked. It was sleeting, yes it does that in Texas every now and then. It took a few ambitious throws but I got the trailer top over. Ruined my hairstyle but we got to close that day!!!!
I have done many little things to preserve a sale. When the buyer's draw the line in the sand and the sellers draw one in a different spot it is sometimes needed. One time a seller had originally agreed to leave a $300 pair of bar stools but after the negotiations in which the buyer bought the house for less than the seller wanted to get she said she would not leave the stools without a $300 payment. Since I realized the buyer was so disgusted at this point that he would have walked the listing agent and I split the cost out of our commissions. The buyer never knew and we closed as scheduled. Good post.
Jason,
I have found that by giving credit the reward that is received has always been much greater. It doesn't have to be about me.
Don R.
Such words of wisdom...may all who read them take them to heart and live by your example. Great advice.
Jason, What you did was excellent. I think too many agents involved the buyers in the squabbles that not only apply to the buyer or seller, but to the squabbles they sometimes have with the other agent. It ALWAYS COMES BACK TO BITE YOU IN THE BUTT when you do that.
Jason, you think along the same line as some very smart and accomplished Americans:
You can accomplish much if you don't care who gets the credit.
Ronald Reagan
There is no end to what you can accomplish if (or when) you don't care who gets the credit.
Florence Luscomb
There is no limit to the good you can do if you don't care who gets the credit.
General George C. Marshall
There's no limit to what a man can achieve, if he doesn't care who gets the credit.
Laing Burns, Jr.
It is amazing what you can accomplish if you do not care who gets the credit.
Harry S. Truman
It is amazing how much can be accomplished if no one cares who gets the credit.
John Wooden
I agree with the part about not taking the credit and making the other side look good...no petty squabbles. I don't typically agree with contributing our commission to get a deal done although I, too, have done it before. But we shouldn't have to subsidize our buyers or sellers with our family's income.
Jason, First I have to say that only in my dreams would I see a 100k+ commission check!!! My highest sale in 14 years was $425,000. How sad is that? I am truly the Kmart of REALTORS(R)!!!
Secondly....good job!!!!
Jason - Your blog reminds me of a "sea saw", you have to have "balance" and make everyone feel like a winner.
I think we've all been there at times... but the pro's know that happy clients are the ultimate 'credit.' We'll keep those and the commission they generate and other folks can have the credit for the small stuff.
I'm with BB....I've never even considered a $100k commission check. If I get one of those, I'm taking the rest of the year off. Just kidding...well, not really...kind of...
I agree. There are many times I have spared my clients some of the "details". I knew it would only upset them and might jeopardize the sale. Sometimes it is our job to put out fires to keep the sale running smoothly.
Howdy Jason
What a fine post, pointing out that we all need to have the ability to communicate in a way not to upset our client's
When writing my report of a home to my client's, I always keep this in mind. Lets say I am writing up what looks to be a basement that has had some past leakage, seepage, and condensation. At this time and date as shown and was discussed with you, it appears that the home's foundation walls have had some past water problems. Recommend that you check with the owners or the occupants to find out the full extent of such water problems.
You're so right. We all have to sometimes help the transaction proceed, without the client knowing about it. We have to use wisdom in these situations. And what amazes me is when I know the agent on the other end of the transaction is handling things in a manner that can completely kill the sale, and we have no control over it.
Very wise my friend....after all, in the end, you want happy clients and you want to get paid. If that means giving up some money, that is "marketing" dollars well spent. Congrats #1:)
JASON - The buyers and sellers often end up at odds over some very trivial matters. You have done the right thing, and taken the emotion out of the situation. Everyone was better off for your approach, and you may very well have saved the deal(s).
Jason, that really is the best attitude to take. I honestly do think that good needs never return void and never go unnoticed. You obviously showed some wisdom about this and let your own personal pride down to help someone have a great experince. I think we all can learn something by this!
I've had that in a few cases too....sometimes you just have to bite your tounge.
Jason - This is excellent. Sometimes people are a little to quick to want the credit...when in fact there are times it is so much better to sit back smile and not say a thing !
One of the reasons I got in the business to start with was based on my own experience buying a home. The agent called me with every little problem, and passed along every stress of the transaction. It occurred to me that I could do better for my clients - I could absorb some of the stress. Sometimes that means letting someone else take the credit.
Jason- You are spot on...our job is to communicate effectively. We gotta stay on top of that!
Its always good to give credit where credit is due...Instances like this, although brokered by you, are prime examples of how good faith and hard work can lead to positive gains. Thanks for sharing, Jason!
Jason, sounds like you found the secret, thanks for sharing this great idea.
Jason - I like the way you think - it's SMART.
In the examples you mentioned, if saying something won't achieve anything positive, then don't say it!
Smart Move... Some things are better left unsaid.
Hi Jason,
Yes, I agree....closing the deal is everyone's goal and some things just need to be done and it does not matter who takes care of them and everyone does not have to know. Of course, I mean done legally and morally. :0)
Good job, Jason. It is not about us anyway, we are just the captain of the ship for our buyers and they don't care. Things done in secret will be rewarded openly, in due time.
Jason we both think alike in a matter such as this. Most agents would have said no way on the commission rebate. You will never miss the 3k and you may have another valuable client in the future :)
Jason my friend...
Amen, everybody needs to feel important and appreciated, so don't hog the spotlight. I've always told my team, "pretend every person you see and deal with has a big MMFI tattooed on their forehead! Make Me Feel Important...it's just a basic human need. L
PS, I believe you wrote this blog while on the phone with Amanda too :)
Jason, so true. Don't sweat the small stuff. It's not who gets it done, but that it gets done. Being able to successfully close the transaction while earning the respect of those involved is much more important than the money invested to keep a deal together. It's no surprise that you earned the opportunity to work with a $3.5M client. Way to go!
I just wanted to let you know that your bit of information about "This is not my content but I have permission to repost it" was EXACTLY what I needed to hear.
THANK YOU for taking the time to look into the problem and help me with my obstacle!!!!
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