By Dave Robison
Ever had a buyer working with more than one agent? Ever had a seller who you spent a ton of time with, gave them your advice, and then they used a discounted service? Ever had a buyer who kept changing their mind or made offers on a lot of properties?
I knew an agent who had a hard time with one of these scenarios. “Tina” broke down crying one day, saying, “How am I going to pay my bills now that this closing fell through? I’ve worked so hard this past month and now the buyer is backing out? How can they do this?” Many agents have been there. (This is a real story, however, and I changed the name above.) I had to explain a secret to Tina, on getting deals done.
The secret to success is not being emotionally affected or attached to the outcome of the transaction. Whether it fails or closes, you can’t be attached to the outcome you want. It’s a Nordstrom Way Secret.
Eons ago, I had a buyer who planned to purchase a multimillion-dollar property. I remember spending hours on end, educating and reassuring this person about the home buying process, in anticipation for what was about to be their biggest purchase ever. During the process, the buyer was concerned with the inspection. The items did not seem of major importance to me, however, they caused stress for the buyer.
The buyer asked the famous question: “What should I do?” This is the point where many REALTORS® might say something like, “It’s a great time to buy,” or, “I would do it,” etc. A secret to being unattached to the outcome is that you tell yourself: “It’s okay if they don’t buy the home. I still can pay my bills. There will be other buyers.” Even if you feel these statements aren’t true, you are going to have to say this to yourself anyway. There are many buyers I meet who will tell me they felt like their previous agent just wanted them to buy something and get a deal done. Those buyers left their agent to look for someone who would help them, rather than an agent who just wants a deal.
The right approach:
Give options and go over “the darkness of the night, and the light of the day.” I had to ask the buyer, “What is the worst case scenario? What is the best case scenario?” The buyer started to explain the worst case scenario. I asked the buyer if the worst case scenario was okay to live with, or if they would be upset with the situation? I told them if they were upset with the situation, then we’d have to move on to the next option and cancel the deal. The buyer declared afterward that they were good with the worst case scenario.
Years after the transaction, the buyer’s testimonial to other clients is what I care about more than making the deal. When you are unattached to the outcome of the transaction, and more attached to helping your client make the right decisions for them, you end up having a happier career… and you win more clients!
Dave Robison, known as “Utah Dave,” is a broker/owner of Robison & Company Real Estate.