It’s All About Me – Again

Aaron Dickinson reminded me of something that always leaves me a little let down. The end of the transaction.

We work extremely closely with our clients, spending a great deal of time with them. We learn about their families, jobs, finances, personal preferences, even their favorite tv shows. We’re creating a relationship, a bond, a trust.

In order to find just the right house, we need to know if they like to garden. Do they have a dog? Big dog? Inside or outside dog? What do they do for a living? How far will they be commuting? Or do they need a home/office? Maybe they bring home a work vehicle. Do they cook and have a lot of gadgets? Do they prefer a gas or electric stove? Do they have one car or two? Have they purchased/sold a home before? Do they enjoy the negotiation process or is it going to keep them up all night? The questions go on and on. Why?

Realtors always have a dilemma: are we providing to much information or not enough? It’s important for the client to be educated, not overwhelmed. They should be comfortable in making decisions, know they’re in control of the process and understand what’s happening and why, know what’s normal for a purchase or sale, and know what the options are in each situation.

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We’ve got the criteria. The next challenge begins. Now we have to put it into a tangible property in the right price range, location and condition. That house isn’t always available. We’ve gotten to know the client and now it becomes a concern of them becoming disappointed. We want them to not only be happy with our services but be happy with the process. If they see too many houses they don’t like, it becomes discouraging and frustrating.

We find the one. We review the disclosures and there’s something unappealing about them. Nope, it’s not the one. The process starts all over. By now I know them even better. We’re a team. We’re working toward a common goal. The stakes are really high. If I make a blooper now, it could ruin all the trust I’ve worked so hard to build. And the client is out all of the time and commitment they’ve invested believing that I could do the job for them.

Right from the beginning, I’m fighting an uphill battle. I have to prove that I’m not the same as Aunt Patty’s realtor in Florida who cheated her out of her life savings.

So back to shopping we go. We find the right home. It’s the one they’ve always wanted. The inspections and disclosures are great. Friends and family come by to give their approval. Now I’ll really be a jerk if I screw it up.

We get the appraisal. No problem. Loan documents arrive at the title company. We sit at the table together while they sign them. A few days later, they’re proud, happy home owners holding the keys to their dream. Their new life is off and running.

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What about me? I don’t get to see or talk to them several times a week. I lose track of their every day life. Yes, I call to catch up, but it’s not the same. So I’ve gotten quite sneaky. I make them my friends. That way I can call whenever I want, drag them to dinner or a movie, go to the dog park, birthday parties, baseball games. I have to say, it’s worked out quite well.