Home Blog Why Short Sales Cancel | Kristin Duncan | Short Sale Negotiation | Transaction Coordinator

Why Short Sales Cancel | Kristin Duncan | Short Sale Negotiation | Transaction Coordinator

Posted by Kristin Duncan on May 23, 2012 in Blog, Uncategorized | 0 comments

Why Short Sales Cancel | Kristin Duncan | Short Sale Negotiation | Transaction Coordinator

Congruence and cancelations of listings

So for the past few days I have been receiving emails asking me about clients canceling files on them lately, ALMOST as if it were an epidemic of sorts…

I would agree that it is an epidemic…

It is a dilemma that MANY should consider in their own day to day business…

Why would a homeowner choose to no longer work with me?

In a NORMAL world I would look at the individual occurrences and see if there was a trend based on the media, politics, or something that David Letterman said last night…

It is something totally different in these emails I have reviewed…

In every single case that I have reviewed, I have seen a trend…

The agents were obsessed with money and they fell out of congruency with my teachings on being an ‘advocate’.

My point that I am trying to make is that to be successful in a market that has a great deal of homeowner ‘stress’ a real estate agent needs to elevate beyond their own personal ‘issues’, as numerous as they may be, and focus on HELPING and ADVOCATING 24/7 and create an appropriate level of expectations for their clients.

Your job as an advocate is not only to be the BEST real estate agent on the planet, but also to be part therapist and counselor for those that are under a great deal of stress.

If you yourself are under a great deal of stress how can you be an advocate to someone who is in the same situation?

Better question: why would anyone be surprised if a client decides to quit working with a non-congruent agent at any point in the transaction?

I have taught for years that your homeowners will resemble Eeyore and that they will go out of their way to find a way to kill a deal. So it would be in the best interests of an advocate to prepare and understand that if your mindset is not 100% on the clients best interests, not worrying about the close and making money, AND most of all removing all of your own personal stress and dilemmas…

A homeowner can and will debate an easier solution or find an agent who will ‘see their side’ and or relate better on a empathetic level as compared to relating on a sympathetic level.

Eeyore is a character in the Winnie-the-Pooh books by A. A. Milne. He is generally characterized as a pessimistic, gloomy, depressed, anhedonic, old grey stuffed donkey who is a friend of the title character, Winnie-the-Pooh. (Wikipedia.com)

SOLUTION

Well, I would tell most to learn how to be an advocate…

Understand that if you are a real estate agent whose life is stressful then your clients will constantly debate looking elsewhere for real estate assistance…

Lastly, STOP FOCUSING ON THE MONEY! This is the one that is the most difficult! To get listings and to be a true advocate (who makes a great living and a lot of money), you need to work on helping people on a daily basis. The goal is to wake up everyday and TRULY want to HELP, ADVOCATE, and focus on OUTREACH every single day! Your goal should be to help ONE PERSON each and everyday.

It’s the only way my MONSTER™ Marketing program works…

It’s what has created the greatest level of success for the agents that I coach…

KRISTIN DUNCAN

CELL: #562-480-1465 EMAIL ADDRESS: Kristin@duncansrealestateservices.com

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