Real Estate by Debbie Reynolds: February 2013

Some Lessons Learned are Forever

Some Lessons Learned are Forever

Early in my real estate career I thought I had most of the selling techniques mastered. Be friendly and all will fall into place. Not so.

I had been showing homes to a single lady military officer. She had determined she wanted a medium priced because she had saved money and was proud to be buying her first home. We had narrowed it down to a couple of all brick ranch style homes with garages. She also wanted 3 bedrooms and 2 full baths. None of her wants was a problem and in fact we found a few homes that we were going back to look at for the second time and final decision.

Oops Now my Lesson Learned. As we were driving to one of the homes on the short list I had become chatty. Do you ever feel so comfortable with a buyer that you start expressing your personal opinions about things? Well I did.

We were passing a 2 story house with a stone exterior with a lot of out of character additions. The homeowner looked like he had added on and had even installed a full wall of sliding patio doors across the second story but had not yet added any deck or balcony. I thought it looked grotesque.

So what did I say? I said “Look at That!” My inflection definitely was conveying something to take a look at which she did. Then my surprise came and my Lesson Learned. Her response was “ I love it, do you think they would sell it?”

How could she like it? It wasn’t anything like she said she wanted. Besides it was Ugly. My response to her was I didn’t know if they would sell and besides she had to wrap something up that afternoon because her flight was leaving in a few hours. She agreed and she went on to select her first home. My heart was still beating fast with my near slip.

Whew! I escaped a bullet. Some Lessons Learned are Forever and mine was to not insert my personal opinion about homes in my general conversation when it wasn't necessary. This goes for other touchy subjects as well. I almost said how ugly that house was. I could have offended her and damaged my sale because her tastes were different and she liked it. We may have had to start over looking for something out of the ordinary to meet her newly discovered desire for something strange to me.

Never again would I intentionally overtalk just to be chatty and friendly. I have been able to keep that promise to myself for 25 years. Some Lessons Learned are Forever.

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Comment balloon 36 commentsDebbie Reynolds • February 12 2013 12:37PM
Some Lessons Learned are Forever
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Some Lessons Learned are Forever Early in my real estate career I thought I had most of the selling techniques mastered. Be friendly and all will fall into place. Not so. I had been showing homes to a single lady military officer. She had determined… more