Aptsix

In our early house-hunting days, my husband and I explored quite a few homes in the ‘handyman’s special’ category. We wanted to keep our mortgage as low as possible, so we avoided temptation to view houses that while technically in our 29% of income range were still more than we wanted to spend.

Consequently, we were looking at some pretty old, run-down houses. Interest rates were 10 ½ % at that time.We went to a reputable real estate agent in town earnestly believing that this would be the way to get the best guidance. We were shown in to the office of the ‘best agent’ in the business, so we were informed.

She certainly qualified for the oldest agent in the business. But we have great respect for the wisdom of our elders so we felt we were in good hands.

She made appointments for us to view three homes that we were interested in. We had two children at the time and wanted homes with at least three bedrooms. Well, one of the homes had three bedrooms; not much else, but it did have at least that. The other two didn’t even meet that requirement.

Now we knew that we wouldn’t find the Taj Mahal. But we were surprised to find houses with no basement or garage, very poor location, in need of new plumbing, roof, electrical system, furnace, not to mention complete remodeling? And still priced at top dollar with 10 ½ % interest?

Our realtor, a mother and grandmother herself who should have had more sense, was shocked at our lack of enthusiasm. She called and essentially asked us, ‘well, which one do you want?’ She tried to talk down all the really unacceptable aspects of the homes.

When we replied that we would keep looking, she seemed genuinely offended. She pretty rudely informed us that we weren’t going to find anything else.

Since then we have met some excellent realtors. And we have developed some advice for them.

How to Sell Real Estate:

1. Treat all your clients with respect; don’t show preferential treatment to your wealthy clients. It’s pathetic and unprofessional. Be your client’s advocate. Help them ask questions and expect reasonable answers from homeowners.
2. Be honest and forthright. We went with one realtor to a house that was less than promised. He said to us, ‘Let’s get out of here; this place is a wreck! We’ll find you something better!’ And he did.
3. Be informed. Help a client resolve problems with a house, don’t try to gloss over the faults. Direct them to resources, products, trustworthy professionals. Give helpful advice.
4. Never pressure a sale, especially if they’ve only looked at a few houses. Let your clients see your willingness to help, but don’t be a used car salesman.

This is how you’ll make a better commission and have a satisfying career. We want to offer our thanks also to the many fine realtors we’ve met along our way.