Meanwhile, the new issue of the book hit the stands, and my partner received a call on this property, requesting a showing. His new client expressed sufficient interest in the property that they ultimately viewed it three times-no offer yet. Meanwhile, I had stopped by after vacation to refresh my memory and take a few photos. While there, a couple of agents stopped by, doing comps for a new listing they would be putting up. I eavesdropped on their conversation, as they echoed the speaking points I had begun outlining for my listing presentation-dated interior, fabulous grounds, need for staging, etc.

We met to discuss listing his property (the original listing agreement had expired three weeks prior to our meeting, but was still showing as Active on the MLS), and while he appeared interested in my presentation and seemed to agree with the final analysis, the fact that he had seen some traffic recently (two agents previewing and my partner's three showings) led him to believe he should stick to his current course. (Did I mention we met on the 80th day of his listing?)

The most telling thing happened later that day when my partner called to schedule his last showing; as they were preparing to hang up, the seller told him, "Just let your buyers know we're not expecting a full-price offer!"

Had I been representing this seller, I would have lost my mind! Imagine giving up that vital piece of information-to the guy you're going to negotiate against. Worse yet, imagine that they paid their ‘agent' $1000 for the pleasure of his services.

What was it Cicero said? "Men decide far more problems by hate, love, lust, rage, sorrow, joy, hope, fear, illusion or some other inward emotion, than by reality, authority, any legal standard, judicial precedent, or statute." It's still true today.

Page 3 of 3 :: First | Last :: Prev | 1 2 3 | Next