California Dolphin: statewide California news

Sponsored: Agents ignoring the most important 15 minutes in real estate

Q: Thank you for taking the time after the Marketing Meeting to chat. I do like reading your Mercury News articles and look forward to the topics you discuss. One thought: I have always been an agent who likes to have personal presentations with my seller present. It does two things: 1) It’s exciting for the seller to be a part of the process and to be able to meet the representative of a buyer and 2) It shows the expertise of the listing (seller representative) in negotiations as he/she is acting as the seller’s clone. We are paid to assist our sellers with the preparations for a listing and attend the inspection, so we know more about “what’s under the hood,” so to speak, with a house, and to be able to inform/translate the reports for a seller. They hire us to do a job — a great responsibility — with their greatest asset. Why is it that so many agents (particularly the new ones) do not want to face a seller or his/her agent? It’s accessible to email the paperwork in their minds. What about showing up to do their job? Present the offer. It’s a time when there can be a discussion which helps put transactions together. Any ideas on getting some wise suggestions to agents via the media?
A: Due to email and document scanners, the in-person offer presentation event appears to many agents as “small in the big picture.” The savviest of seller’s agents now must explain to hubristic buyer’s agents the value of personally presenting their buyer’s offer for an audience of sellers. Alternatively, the savvy seller’s agent is routinely persuading the hesitant buyer’s agent that he or she has the capability of presenting face-to-face with sellers and their agents. I must have saved the following Malcolm Gladwell quote for this column, “We need to prepare ourselves for the possibility that sometimes big changes follow from small events.” The most important 15 minutes in real estate is when a buyer’s agent meets with sellers and their agents. It is the perceived “small” event that will most likely result in a buyer’s 15 years of ownership.
Have a question? Know someone who is thinking of moving? Full-service Realtor Pat Kapowich provides turnkey services including relocation, staging, market analysis and strategic planning. 408-245-7700 or Pat@SiliconValleyBroker.com . Broker License 00979413

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