Palos Verdes Lifestyle - Norma Toering 310-493-8333

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"I Never Met a Real Estate Agent I Liked"

How's that for an opening statement from the seller at a listing presentation?  Talk about an objection to overcome.  Considering the seller's statement and the 7:30 AM appointment time I wondered whether this one was lost before I opened my mouth.  With hand outstretched, he greeted me with, "I never met a real estate agent I liked."

 

I must admit by the time I arrived I already had a few points on my side of the scoreboard:

1)  The seller's trusted associate referred me.

2)  I was five minutes early for a 7:30 AM appointment.

3)  The seller told me I had 15 minutes to see the property and convince him to list with me; I have a one-sheet marketing plan that is concise and to the point. 

4)  I brought the buyer to a neighbor's house--the most recent sale in the neighborhood.

5)  He Googled me.  He found my Active Rain profile and at that time several hundred articles (now over 1100 and rising) allowing him to see my professional values, successes and my personal ethics.

 

Yes, he interviewed other agents, but when I walked out the door after my 15 minutes I felt good.  I did not know if I would receive the listing, but I did know I was prompt, knowledgeable and supported by a recent sale in the neighborhood, plus a wealth of information online.  Would it be enough?

Yes, it was! 

Norma Toering - REMAX Palos VerdesNorma Toering & Team RE/MAX Palos Verdes Realty
(310) 493-8333 / Office Phone: (310) 831-0800

PalosVerdesLifestyle - Nominated by Relocation.com as one of the top ten Los Angeles area real estate blogs. Ranked by Technorati in the top 1% of all blogs. As seen in the Daily Breeze newspaper.

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Norma Toering - Real Estate BrokerNorma Toering & Team
Broker-Owner - Charlemagne International Properties
310.493.8333 - Email Norma

 

 

 

 

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Based on information from the Association of REALTORS®/Multiple Listing as of the initial date of this article/blog publication and /or other sources. Display of MLS data is deemed reliable but is not guaranteed accurate by the MLS. The Broker/Agent providing the information contained herein may or may not have been the Listing and/or Selling Agent.

Comments

Way to go, you were able to show how you were different, that's what people need to know when they hire, what makes this person unique.

Posted by Paul Lesieur (203kloanmn) about 8 years ago

You did your job.  Sometimes we are necessary evils, but fortunately most people treat us as the professionals we are and know that we do a Service job with them in mind

Posted by Elizabeth Arduain, Lubbock Texas Real Estate (The Diamond Group @ Keller Williams) about 8 years ago

Congrats.. you have got to love people like that.

When that comes up (and I have run into the Realtor haters as well, I was one of them)

I tell them I am right there with them, I don't like Realtors either.

But it is in any business, it is the 90/10 rule... and I am in the 10

As like you, when you know your stuff and can show your worth.. you can over come that objection!

 

Posted by James Baxter Encinitas Realtor (Realty Place) about 8 years ago

Paul - Yes, there needs to be "wow factor" and I know having an extensive online presence helped tip things in my favor.

Posted by Norma Toering Broker for Palos Verdes and Beach Cities, Palos Verdes Luxury Homes in L.A. (Charlemagne International Properties) about 8 years ago

Good for you. The first thoong that came to my mind when reading his greeting was "Really?, then I'll try to disappoint you." Takes all types to make life interesting. Glad you got the listing.

Posted by Doug Dawes, Your Personal Realtor® (Keller Williams Realty - Topsfield, MA) about 8 years ago

Elizabeth - Yes, I think that is the only listing presentation I've done while standing the entire time.  He's a no fluff, just the facts kind of guy.

Posted by Norma Toering Broker for Palos Verdes and Beach Cities, Palos Verdes Luxury Homes in L.A. (Charlemagne International Properties) about 8 years ago

James - I always enjoy a good challenge.

Posted by Norma Toering Broker for Palos Verdes and Beach Cities, Palos Verdes Luxury Homes in L.A. (Charlemagne International Properties) about 8 years ago

Norma.......Congratulations!  Good Job!  Being prepared and professional will overcome many obstacles.

Posted by Carra & Shae Riley, Helping people Transition at all ages! (Brokers Guild Cherry Creek Ltd) about 8 years ago

Norma, I'd say he way lucky to get you to agree to list his place.  Can't wait to see the post with the photos!

Posted by Patricia Kennedy, Home in the Capital (RLAH Real Estate) about 8 years ago

I want to be just like you when I grow up!!!  I'll congratulate you in advance on securing the listing :0)

Posted by Susan Emo, Kingston and the 1000 Islands Area (Sotheby's International Realty Canada - Brokerage) about 8 years ago

Good for you for keeping your cool!!

Posted by Lenn Harley, Real Estate Broker - Virginia & Maryland (Lenn Harley, Homefinders.com, MD & VA Homes and Real Estate) about 8 years ago

A wonderful success story. Guess you were the first real estate agent he liked. I'm not surprised that you were a winner.

Posted by Jeff Dowler, CRS, The Southern California Relocation Dude (Solutions Real Estate ) about 8 years ago

I love turning people around. It is one of the best feelings there is. 

Posted by J. Philip Faranda, Broker-Owner (J. Philip Faranda (J. Philip R.E. LLC) Westchester County NY) about 8 years ago

Norma, I love it.  I am sure you'll get it because you kept it to the 15 minutes.  Most agents don't listen to the sellers and what they want.

 

Posted by Yvette Chisholm, Associate Broker - Rockville, MD 301-758-9500 (Long & Foster Real Estate, Inc.) about 8 years ago

I would have replied "that is because you've never met me before!" and I would have meant it.

Posted by Alan Bruzee (Long & Foster Real Estate, Inc.) about 8 years ago

Norma, I LOVE it!  I'm afraid I would have wilted under that rude opening comment of his.  But after reading your post and these comments, I'm kind of hoping someone will say it to me!  Good luck with the listing!

Posted by Melissa Brown, Realtor - South Charlotte NC Homes for Sale (Helen Adams Realty) about 8 years ago

Good for you, It is really easy to be good, it is hard work to be great.  I heard something once that I really like that goes along with this "People who do the best they can never have everything they want in life, the people who do whatever it takes do!!!  Sounds like you do whatever it takes.

Posted by Mary Macy, Top Agents Atlanta Metro (Top Agents Atlanta Metro) about 8 years ago

Norma, congrats! Hubby is a fireman. Cheers and bows. I am a Realtor. Boos and hisses. We both walk through fires. Enjoy your week!

Posted by Kristen Correa, Broker, I love coffee & real estate. I am out of coffee! (Kristen Correa Real Estate & Reedy Creek Realty Services) about 8 years ago

Congrats on getting the listing.  Nothing like being prepared, ontime and having all the exposure from Activerain.

Posted by Tere Rottink (CoastalVa Realty Inc) about 8 years ago

This is one fortunate seller having you as his listing agent! Now make sure you keep him in his place.... not literally...you gotta sell his place.

Margaret

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) about 8 years ago

Norma--I was holding my breath until I read that you got the listing.  You SO deserved it.  I only have an elaborate listing presentation.  I will make up a one page sheet to have on hand in case this ever comes up---maybe I will even add it to the end of my binder as a summary.  Congratulations.  Hopefully you will blog again when you get it sold!!

Posted by Pat Haddad, ABR, CRS, ePRO, GRI, Carmel, Fishers, Westfield IN Real Estate Expert (Keller Williams Indianapolis Metro NE) about 8 years ago

Norma:

7:30 a.m.? That is an early appointment.  I don't know if I would want to get on that time schedule. That having been said, it sounds as though you may have changed his opinion of never having met a real estate agent he liked.

 

Posted by Claudette Millette, Buyer, Broker - Metrowest Mass (The Buyers' Counsel) about 8 years ago

I have narrowed my listing questions down from three to two.

Margaret

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) about 8 years ago

Have to wonder about that guys sense of 'welcoming' humor?  Hope you get the listing.

Posted by Lyn Sims, Schaumburg IL Real Estate (RE/MAX Suburban) about 8 years ago

Was he OK to work with? 

"at that time several hundred articles (now over 1100 and rising)"

Was he reasonable?

Posted by Maureen McCabe, Columbus Ohio Real Estate (HER Realtors) about 8 years ago

Ouch, and WOW!  Only 15 minutes??  Congratulations! 

Posted by Liz and Bill Spear, RE/MAX Elite Warren County OH (Cincinnati/Dayton) (RE/MAX Elite 513.520.5305 www.LizTour.com) about 8 years ago

Now the fun begins... maybe he will be easier to work with than his initial greeting... I had a guy tell me he wanted to put the last realtor in his home and burn him alive...yikes... he was a difficult guy... I did sell his home but I never went there alone LOL:)

Posted by Debra Leisek ( Bay Realty,Inc Homer Alaska) about 8 years ago

Wow, hard objection to overcome!  Good Job!!

Posted by Christa Borellini (Prudential California) about 8 years ago

Hi Norma~  I bet he failed to realize that you were interviewing him as well.  I wonder what he would have done if YOU didn't want HIS listing? 

Posted by Vickie McCartney, Broker, Real Estate Agent Owensboro KY (Maverick Realty) about 8 years ago

Norma, Congratulations on a job very well done! How do you think he will be for the rest of the transaction? Sounds like you might be the exception to his rule! Best of luck!

Posted by Jeana Cowie, Broker Associate, ABR, CRS, GRI, SRES (RE/MAX Real Estate Limited) about 8 years ago

Congratulations, Norma.  That's awesome news.  Now get that home sold!

Posted by Margaret Woda, Maryland Real Estate & Military Relocation (Long & Foster Real Estate, Inc.) about 8 years ago

Norma,

     Your article was very interesting to me because I used to have the same opinion of Realtors that your listing appointment person had.   In fact, I still believe that only a small percentage of Realtors are actually worth working with, and will do the job right, in a proactive way.    I have sold a number of houses over the last 20 years and most of my experiences with Realtors has been negative - give them the listing, no activity, drop the price, no activity, drop the price, no activity, drop the price.

     However, the description of your approach and how well prepared you were to take on the potential seller is impressive.   I'd say you are certainly one of the few Realtors who are true professionals.   Lest the majority of realtors be annoyed by this post, I understand also that the vast majority of people in my profession are just getting by as well.   In fact, to take the argument even further, our entire business society seems to be suffering from a real lack of understanding when it comes to customer service and a good old fashioned work ethic.

Bruce Bills

www.ratewindow.com

Posted by Bruce Bills (RateWindow (Powered by RealEspace)) about 8 years ago

Maureen - Yes, we are closing transaction number three this week! 

Posted by Norma Toering Broker for Palos Verdes and Beach Cities, Palos Verdes Luxury Homes in L.A. (Charlemagne International Properties) about 8 years ago

Good Job Norma, It just goes to show you that if you work hard and know what you are doing, you can turn a skeptic into a believer! Here's to a quick sale!

Posted by Jessica Maria, Communications Manager for Properties Online, LLC (Properties Online, Inc.) about 8 years ago

I'll catch up with the comments later today--I'm off to work a day in real estate--hoping for an offer to be accepted, an inspection to attend and the usual long "to do" list.

Posted by Norma Toering Broker for Palos Verdes and Beach Cities, Palos Verdes Luxury Homes in L.A. (Charlemagne International Properties) about 8 years ago

My reply with a grin: "I know how you feel, I have to work with real estate agents every day!" Congrats on the new listing!

Posted by John Novak, Henderson, Las Vegas and Summerlin Real Estate (Keller Williams Realty The Marketplace) about 8 years ago

Congratulations on the listing and the post.  I think you should have got the listing based on being there at 7:30 am.  I don't know if I could have done that so professionally.

Posted by Lesley Wagstaff, For Real Estate and Mortgages (Re/Max Results Realty in Vancouver, BC) about 8 years ago

I just had someone say to me...'all REALTOR's are too pushy.'  Sigh...

Posted by Karl Hess, on The Jersey Shore (Keller Williams Shore Properties) about 8 years ago

He may have just been looking for an agent that he couldn't intimidate.  Job well done.

Posted by Charita Cadenhead, Serving Jefferson and Shelby Counties (Alabama) (Keller Williams Realty) about 8 years ago

Congrats on the listing! It sounds like the 15 minute listing presentation might be the way to go.

Posted by Joe Feinhandler, FHA, Jumbo, San Diego (First Priority Financial dba Best Equity ) about 8 years ago

Perhaps he just had never met a professional Realtor, like YOU! Congrats on doing all the right things and getting the listing! For 7:30 am, I sure do hope it was a high-dollar listing, LOL!! 

Posted by Rebecca Diamond, Main Line Homes for Sale (Berkshire Hathaway Fox & Roach Bryn Mawr) about 8 years ago

Congrats on the listing, a direct approach is always the best and this type of owner would demand it.

Posted by Morgan Evans, LICENSED REAL ESTATE SALESPERSON (Douglas Elliman Real Estate) about 8 years ago

Norma, I heard that from a guy early on in my career...we've now been married for 27 years! (and he's still my toughest client when it comes to price reductions or negotiating an offer)

Posted by Kate Wheeler, CCIM - Murphy NC Real Estate for Sale (Country Homes and Land Murphy NC Realtor ) about 8 years ago

There are so many uncommitted agents in our business who have turned off consumers !!!

Posted by Michael J. Perry, Lancaster, PA Relo Specialist (KW Elite ) about 8 years ago

A 7:30 a.m. lisitng appointment.  Was that a first for you??  Was the owner ever a drill sgt. in the miltary?!?  :-)  Congratulations on the listing.

Posted by Carla Muss-Jacobs, RETIRED (RETIRED / State License is Inactive) about 8 years ago

Norma - Way to go!  That is a fantastic story and just goes to show you how much it means to be professional, punctual and google-able! =) Have a great week!

Posted by Jeanna Martinez (RE/MAX Access) about 8 years ago

All those other agents make the good agents look even better.

Posted by Dave Halpern, Louisville Short Sale Expert (Keller Williams Realty Louisville East (502) 664-7827) about 8 years ago

Great work Norma.  His comment about never having met an agent he liked would have been in my wheelhouse, because I feel the same way about many agents (If only all agents were like the ones here on AR).  It's sad that most of the general public holds our profession is such low esteem.  Hopefully, your efforts will prove to him that there are some good ones out there.

Posted by John White (Atlantic & Pacific Real Estate (US) LLC) about 8 years ago

I would smile for sure if the seller said that at the beginning of a listing presentation. 

Posted by Eileen Hsu, LICENSED REAL ESTATE SALESPERSON (Douglas Elliman Real Estate) about 8 years ago

I would smile for sure if the seller said that at the beginning of a listing presentation. 

Posted by Eileen Hsu, LICENSED REAL ESTATE SALESPERSON (Douglas Elliman Real Estate) about 8 years ago

Thanks for reinforcing what it takes to be in this business, being prepared, prompt and one of the best!

Posted by Carey Valentine (Medallion Mortgage Company) about 8 years ago

Great Job!  A friend of mine from the office, said that a seller told them that very thing last week, and she told the Seller, "Neither Have I", In fact, all the Realtors I know "I love" and they all do a great and wonderful job, especially from our office.  She got the listing and a referral from that Seller.

 

Posted by Graziella Bruner, Associate Broker - Serving Wayne & Oakland County (NCS Premier Real Estate) about 8 years ago

Great Job!  A friend of mine from the office, said that a seller told them that very thing last week, and she told the Seller, "Neither Have I", In fact, all the Realtors I know "I love" and they all do a great and wonderful job, especially from our office.  She got the listing and a referral from that Seller.

 

Posted by Graziella Bruner, Associate Broker - Serving Wayne & Oakland County (NCS Premier Real Estate) about 8 years ago

Great post, and a great reminder of how professional we should all strive to be! Well done!

Posted by Chris and Berna Sloan, Tooele UT (Group 1 Real Estate) about 8 years ago

Hi Norma.  Congrats on your success.

Sounds like you had a lot going in your favor!

Thanks for writing,

Ken

Posted by Ken Tracy, Helping clients buy and sell since 2005 (Keller Williams Realty Infinity) about 8 years ago

Norma - A "challenge" that I hope you enjoyed, otherwise, why even go there?  You deserve a congrats on being a trooper!

Posted by Wendy Rulnick, "It's Wendy... It's Sold!" (Rulnick Realty, Inc.) about 8 years ago

Excellent choice by the seller - whether he likes you or not.  :)

Posted by Virginia Hepp - Mesquite NV REALTOR, Mesquite NV Homes and Neighborhoods - Search MLS (ERA - Mesquite NV Homes For Sale) about 8 years ago

Norma, that is fantastic! I will sometimes let my ego get in the way with potential clients like that; but it sounds like you handled it perfectly! I am impressed that you only have a 1-page listing presentation. If you don't mind.... what information is provided and what points do you make? A one-pager sounds very interesting to me!!!

Posted by John H. Mason, Associate Broker - Realtor; Atlanta Georgia (Harry Norman, Realtors) about 8 years ago

Maybe Will Rogers would'nt liked this guy but he would have taken the listing. Good work!.

Posted by Joe Pryor, REALTOR® - Oklahoma Investment Properties (The Virtual Real Estate Team) about 8 years ago

Congrats and thanks for the good post today!

Patricia

Posted by Patricia Aulson, Realtor - Portsmouth NH Homes-Hampton NH Homes (BERKSHIRE HATHAWAY HOME SERVICES Verani Realty NH Real Estate ) about 8 years ago

Prompt, knowledgeable, prepared, and backed up by a lot of good data....sounds like a winning combination to me!

Posted by Stanton Homes, Design/Build Custom Home Builder in North Carolina (Stanton Homes - New Home Builder) about 8 years ago

See it is possible to do an effective listing appointment in 15 minutes..

Posted by Bruce Swedal, Denver Real Estate about 8 years ago

Who says blogging is a waste of time. It wasn't for you. Congratulations on the listing and hope it sells quickly.

Posted by Ann Cordes, Home Ownership is Not a Distant Dream (Century 21 Randall Morris and Associates, Waco) about 8 years ago

Good job.  Hopefully you convinced him to price his home properly.

Posted by Jim Pirkle (Harvest Realty LLC) about 8 years ago

Great Job Norma!  It always amazes me that things like doing your job well, and little professional touches are absent in some.  You did the right thing and a re a PRO!

 

Have a great day!

Posted by Nathan Strauch, Colorado Real Estate Photography & Video (Hot Shots Digital (HotShotPros.com)) about 8 years ago

Great job on getting the listing!  How did it go after that??

Posted by Dan Rochon, Top Realtor in Northern Virginia (Greetings Virginia - Keller Williams Realty) about 8 years ago

Tough guys like that are really push overs if you know how to approach them. Sounds like you handled him just right.

Posted by Mark Warner (RealEspace) about 8 years ago

Norma,

GREAT post and a good reminder for all of us in this profession that every potential client will not be a easy sale and we must put our best foot forward when we are presenting our marketing plans, statistics and listing presentations.  A ten minute presentation shows that you really know why you should be chosen to be the listing agent.

Posted by Alicia Stukes, GRI, CDPE, Notary (Exit 1 Stop Realty) about 8 years ago

I prospect a lot of FSBOs and that is a very common objection. "I just dont like Realtors" and "You are lower than a bunch of used car salesman" one guy actually quoted me the line from the movie WALL STREET: "Why dont you start producing something with your life. Create, instead of living off the buying and selling of others."  Funny story: I actually recognized the quote, told him that Wall Street is one of my favorite movies, eventually won that guy over and he listed with me.  You never know what it is going to take to win the listing, but I find in that initial 5 minutes first impressions mean everything and if you can develop some initial rapport you are way ahead. Good post. 

 

 

Posted by Jayson Holland, Jay Holland (Listings.com) about 8 years ago

Good for you!  I guess sometimes it is not necessarily about being liked so much as it is being considered knowledgeable and professional.  Sounds like you were able to represent that before he met you and you just had to be....well....YOU!  Congratulations!

Posted by Karen Feltman, Relocation Specialist in Cedar Rapids, Iowa (Cedar Rapids/Iowa City, IA KW Legacy Group) about 8 years ago

WOW!!! Not sure if I could have done it in 15 min.  I've whittled down my listing presentation quite a bit but now I guess I need to chop more.  Congrats to you!

Posted by Maureen Harmon, YOUR North Florida Relocation Specialists (Exit Real Estate Gallery) about 8 years ago

Good for you and great post!   There are people out there who don't want to be "sold" they want just the facts and that's what you presented. You go girl!

Posted by Jan Green, HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN (Value Added Service, 602-620-2699) about 8 years ago

Interesting story, so how did it or is it working after listing his home? Hopefully, you asked your new client to provide you a written testimonial about your performance after the close citing his adamant apprehension and disdain for Realtors before meeting you and his complete satisfaction after the sale. That testimonial would be GOLDEN, wouldn't it?

Posted by Kimo Jarrett, Pro Lifestyle Solutions (WikiWiki Realty) about 8 years ago

Greetings Norma - I have to admit that your title was good enough to get me to read your article. I am very selective because of time constraints. Nice job.

Posted by Jane & Jeff Daley, PhD, Scottsdale Real Estate Arizona (Luxury Valley Homes Scottsdale) about 8 years ago

Congratulations on the listing.....old sales manuals tell us how quickly we need to make a good impression. Your "pluses" walking in helped, I'm sure...but basically it was who you are and how you presented yourself which won you the listing.

Posted by Karen Fiddler, Broker/Owner, Orange County & Lake Arrowhead, CA (949)510-2395 (Karen Parsons-Fiddler, Broker 949-510-2395) about 8 years ago

I sure hope this guy turns out to be less autocratic as you market his home.

And I'm sure glad it wasn't me who had to be awake for a 7:30 a.m. appointment - that's just brutal.

Posted by Marte Cliff, Your real estate writer (Marte Cliff Copywriting) about 8 years ago

My colleague has the perfect response when someone says "I hate real estate agents":

"YOU hate real estate agents?!  How about ME?  I have to work with them every day!"

That got a guy laughing and got him in the door.  lol...

Posted by Tiffany Wilson, SFR, First Time Home Buyers & Investors (eReal Estate Corp) about 8 years ago

I like #77's post (Tiffany Wilson) and actually that's not necessarily all that funny!

Posted by Jon Quist, Tucson's BUYERS ONLY Realtor since 1996 (REALTY EXECUTIVES TUCSON ELITE) about 8 years ago

Congrats, Norma.

Posted by Mike Bjork (American Pacific Mortgage) about 8 years ago

Good job. I hope I could do as well as you did at keeping your cool. I probably would have made a smart ass remark and been kicked out.

Posted by Tom Bailey (Margaret Rudd & Associates Inc.) about 8 years ago

This is so funny!  What a great job you did!

Reminds me of a client/friend of mine: As soon as I sat down at the table to talk to her, she told me she "hates all real estate agents"!  I DID get the listing - didn't sell it, though - and we are now GREAT friends, LOL!

Posted by Carole L. MacCollum, Broker/Realtor 207-337-4792 (HOME AT LAST REAL ESTATE) about 8 years ago

Carra - Ever so true!

 

Patricia - Thanks for featuring this one on your Sunday list. 

 

Susan - That's a high compliment--thanks!

Posted by Norma Toering Broker for Palos Verdes and Beach Cities, Palos Verdes Luxury Homes in L.A. (Charlemagne International Properties) about 8 years ago

Nothing like a referral from a trusted associate and then all the material that the Rain can bring along.  That is why you must be so careful not to RANT in public, people. 

Posted by Don Sabinske, Sabinske & Associates Inc. (Don Sabinske, Sabinske & Associates Inc.) about 8 years ago

Lenn - I smiled, and said, "Let's get started."

 

Jeff - Yes, he even admits to "trusting me" now--how cool is that?

 

J. Philip - Absolutely one of the best feelings on earth.

Posted by Norma Toering Broker for Palos Verdes and Beach Cities, Palos Verdes Luxury Homes in L.A. (Charlemagne International Properties) about 8 years ago

Yvette - Listening is an art, and yes, I was out of there in 15 minutes.

 

Melissa - It is important to adapt our presentations to the seller's needs.

 

Alan - That comment actually came to mind, but I didn't want to spend one of those precious 15 minutes defending myself. 

Posted by Norma Toering Broker for Palos Verdes and Beach Cities, Palos Verdes Luxury Homes in L.A. (Charlemagne International Properties) about 8 years ago

Mary - I do subscribe to "whatever it takes" unless it is unethical, dishonest or violates personal and ethical boundaries.  Hard work never intimidates me.

Posted by Norma Toering Broker for Palos Verdes and Beach Cities, Palos Verdes Luxury Homes in L.A. (Charlemagne International Properties) about 8 years ago

Kristen - I was a "firefighter" all last week--fires are out and the transations are moving forward!

 

Tere -  I'm pretty good on my feet--and this entire listing presentation was completed while standing!  Being well prepared was a great confidence booster.

 

Margaret - Thanks, and he is now one my top advocates.

Posted by Norma Toering Broker for Palos Verdes and Beach Cities, Palos Verdes Luxury Homes in L.A. (Charlemagne International Properties) about 8 years ago

Lyn - It wasn't exactly the warmest greeting I've ever received, but it all worked out.

 

Liz and Bill - It was a "fluff" free 15 minutes for sure.

 

Debra - No need to burn us alive--we're not witches!  Very funny now, but probably not so funny when he said it.

Posted by Norma Toering Broker for Palos Verdes and Beach Cities, Palos Verdes Luxury Homes in L.A. (Charlemagne International Properties) about 8 years ago

Norma:  What a great story.  Perhaps he'll come away from this experience with a different outlook on not only individuals in the real estate industry, but also refrain from judging people by their profession rather than for themself.  Thanks - Carrie

Posted by Carrie Sampron, ABR SFR & Kathy Sampron (303) 931-3629 Highlands R (Home Smart Realty Group) about 8 years ago

Christa and Vickie - The challenge was establishing a relationship with him--the house was in a great neighborhood and a very desirable listing.

 

Jeana - He is very exacting--as long as your delivery meets with his expectations (or exceeds it) he's great to work with.

 

Margaret - Sage advice and well worth heeding.

Posted by Norma Toering Broker for Palos Verdes and Beach Cities, Palos Verdes Luxury Homes in L.A. (Charlemagne International Properties) about 8 years ago

I would probably look them in the eye and say, "neither have I." and then try to find out what the issue is.  They probably think they are getting ripped off on some level.  Then I would tell them exactly what I how I want to sell their home, why and what I am going to charge them.  These type of people do not want BS they just want the facts.

Posted by Gene Riemenschneider, Turning Houses into Homes (Home Point Real Estate) about 8 years ago

I feel I could have handled the same experience with one exception - I have a one page marketing and service plan and a presentation booklet for the seller.

I would be curious to see your one page plan to see if I am on track because OBVIOUSLY You Are!!!

Hope you would consider sharing....  Joy@GreatFloridaHomes.com

Thanks in advance.   Joy

Posted by Joy Carter & Jeff Booker Brother and Sister Team, Trust Your Family's Move To Our Expertise! (Keller Williams Parkland/Coral Springs Realty-GreatFloridaHomes Team) about 8 years ago

It's just like "speed dating" isn't it?

Hopefully, you got the listing and all went well...now you just gotta sell the home.

Posted by Tom Waite, So Cal-Apartment Bldg Investments (Thomas Waite Real Estate Broker) about 8 years ago

Times have changed and now it is my time to start interviewing the client to determine if all the value that I bring to the table will be appreciated or not!  I no longer want to be treated as a salesman, I am a professional and daily strive to work with clients that are looking for a true professional and not a ticket taker!  It's a long process but step by step...

Posted by Tony Lewis, RE/MAX Valencia, Stevenson Ranch, Santa Clarita (RE/MAX of Valencia (Hall of Fame) 30 year Valencia Resident) about 8 years ago

All I ever ask is for the interview or listing appointment. If they cannot tell the difference ad=fter I have left, I feel sorry for them.

Ty

Posted by Ty Lacroix (Envelope Real Estate Brokerage Inc) about 8 years ago

Great Topic Norma....

After my 20 yrs in this industry, i can usually tell within the 1st 15 minutes, if this prospective client is what i'm looking for. As Vickie #29 stated, I would be interviewing him as well. When necessary I have a 15 minute listing appointment protocol also....im looking for two points from the seller. 1) Their Motivation Factor and

2) how educated are they with current local market trends. In fact, if I was in your situation, i would have commented, 15 min is fine and if it lasts longer than that it would be because you, (mr seller) is asking questions.

You appear to have a great approach and mucho confidence. Congrats..and from what i read, you switched this seller into a believer. Thank you, for you definitely upgraded the stereotypical image many consumers have of our profession.

I would guess, your seller was somekind of 'engineer"...(talk about stereotyping...HA!) best wishes...

Mike

Mike Schneider, ABR, CDPE, SFR                                                                                               RE/MAX SUPERIOR PROPERTIES                                                                                                          Chicago Region

Posted by Mike Schneider, ABR, CDPE, SFR (10 YRS with Active Rain !) about 8 years ago

Great job! Its good to see Activerain helped you in securing this listing!

Posted by Ryan Case (Pacific Servicing) about 8 years ago

Hope you get it! I should make a 1 page listing sheet as well. good idea!

Posted by The Elise Bickel Team, Leasing, Property Management and Sales (ReMax Select Realty) about 8 years ago

Hope you get it! I should make a 1 page listing sheet as well. good idea!

Posted by The Elise Bickel Team, Leasing, Property Management and Sales (ReMax Select Realty) about 8 years ago

Norma, Thanks for sharing a great story. Perhaps I could have condensed my listing presentation on the spot into 12 minutes to leave 3 minutes for questions.  I have a two-page statement of commitment to my sellers that I customize for each listing in advance. Perhaps we could share our written summaries?

The real question is, with such a tricky beginning, would you want the listing if you got it? Sounds like you did, and that's super. Congratulations!K

Posted by Arlene Baxter, Listing/Buying agent, Historic to Green, 2012 REALTOR of the Year, Berkeley Association Berkeley CA & environs (Red Oak Realty) about 8 years ago

You had to overcome some obstacles...starting with a 7:30 am appointment, but with the homeowner's assoicate referring you, you walked in with a plus in your corner already...nice job!

Posted by Lawrence "Larry" & Sheila Agranoff. Cell: 631-805-4400, Long Island Condo & Home Sale Specialists (The Top Team @ Charles Rutenberg Realty 255 Executive Dr, Plainview NY 11803) about 8 years ago

I'm impressed how you handled the appointment and.... all these comments.

Posted by Laura Coffey, Keller Williams VIP Properties (Keller Williams VIP Properties) about 8 years ago

How about the reverse problem? I have a friend selling her parents home in NJ. She's a people person, and just loves loves loves people.

When she told me about selling, she said there was a realtor who'd been sending emails for years, though she suspected it was automated.  She felt loyalty to the agent, though had never had a face/face.  My suggesstion was that she/parents interview 3 agents.

She called this week, they have. She was amazed at how different people were.  She loves them all, doesn't know who to go with.

So, while some don't like realtors, some people do love realtors.

Congrats on your preentation & success.

Posted by Claude Labbe, Realty for Your Busy Life (Real Living | At Home) about 8 years ago

Great job! I love short listing appointments that get right to the point. Congrats on your new listing!

Posted by Liane Thomas -Top Listing Agent, Bringing you Home! (BROKER Allison James Estates & Homes BRE 01885684) about 8 years ago

Good job, you give a very good example of being organized and prepared for your meeting with client.  So many people are just bluffing their way thru and don't have all the information and facts together they need for their meeting.  You showed your client you were a professional and knew what you were doing!

In my business I have the biggest challenge helping agents to understand the need to hire a Professional Stager (like me:)) I make sure that they and the home owner haven't missed something in preparing the home for sell.  Why take a chance of missing something that could cost the sell of the home to take longer and potentially have to lower the price of the home.

Posted by Brenda Hughes, Home Staging & Re-Design Southern IN, KY (Evansville Home Staging & Re-Design) about 8 years ago

15 minutes and out the door! Wow! I wish mine were that fast. Good for you!

Posted by Wayne B. Pruner, Tigard Oregon Homes for Sale, Realtor, GRI (Oregon First) about 8 years ago

Congratulations you deserve it.  it sounds like the sellers are lucky to have you working for them.  Margaret C.

Posted by Margaret C. Taylor, St Marys/Calvert/Charles MD Real Estate Agent (Century 21 New Millennium MD) about 8 years ago

Norma I  missed this post thanks to Praful Thakkar  dusting off some ancient posts in the archives I am here...my attitude is different this is a person I might not want to take on as a client... I decide who becomes my client... especially when I am on the listing side where I spend close to $3000 dollars in the first week of the listing. He thinks he is doing me a favor sorry he needs a trusted adviser ...Endre

Posted by Endre Barath, Jr., Realtor - Los Angeles Home Sales 310.486.1002 (Berkshire Hathaway HomeServices) over 1 year ago

Well, it does help to be confident, knowledgeable and prepared ( not every one is:). Well done Norma! 

Posted by Inna Ivchenko, Realtor® • Green • GRI • HAFA • PSC Calabasas CA (Barcode Properties) over 1 year ago

Praful is great at bringing alive again old posts.   I've heard people say that about real estate agents too.  What a shame the reputation the industry has.  Good for you  for not getting rattled at 7:30am and for overcoming that objection. Have a great Wednesday! -Kasey

Posted by Kasey & John Boles, Boise & Meridian, ID Ada/Canyon/Gem/Boise Counties (Jon Gosche Real Estate, LLC - BoiseMeridianRealEstate.com) over 1 year ago

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