Diary of a House Search

Contessa

What a heart-warming story about the young couple!

lessonlearned

I'm all heart, me.....;)

Davesnave

sandsni wrote: »

I suspect that during the housing frenzy of the 90's and early 00's a lot of EA's didn't have to try that hard, so they became a bit complacent and their trainees took on their bad habits. It's nice to know someone out there still has something of a work ethic and gives their best for their customers and clients.

I don't think it's always just about work ethic; some people can sell and others can't. Simple as that.

When the big Crash was on in 2008, our agents worked very hard for us and I know they put in long days. They certainly got people through the door, but the finishing wasn't good and they failed to qualify the one person who offered sensible money. The result was that we wasted precious time with her, and them.

Head office acted before we did and pulled the plug on the entire office, so almost all the staff got the push. On our final meeting, the manager turned to me and said, "You know, we've really given this our best shot, but none of us is any good at selling. Before the recession, selling houses was a doddle; we just advertised them and they pretty much sold themselves. Now, it's a different ball game. I'm sorry we couldn't do better for you."

Strangely, I didn't want to hit him. He and all the others had chased, phoned, kept us updated, even invented some novel approaches for getting the house in the local paper, but despite it all they failed. He was right: they were nice blokes, but they couldn't do deals.

moneyistooshorttomention

Davesnave wrote: »

Why would she want an expert in baby care?

There speaks one who was never a Star Trek fan then....:rotfl:...I recognised that boldly going to final frontiers language..:)

lessonlearned

I think Dave means that our Vulcan friend was a Mr not a Dr.

It was the good Dr who wrote that tiresome "How To" baby guide.

Bet he wasn't a real doctor. Given the rubbish he wrote I can't believe he was an experienced Dad either.:rotfl::rotfl:

lessonlearned

Davesnave wrote: »

I don't think it's always just about work ethic; some people can sell and others can't. Simple as that.

Strangely, I didn't want to hit him. He and all the others had chased, phoned, kept us updated, even invented some novel approaches for getting the house in the local paper, but despite it all they failed. He was right: they were nice blokes, but they couldn't do deals.

Nice to see that you were so understanding and reasonable.

2008 was an exceptionally difficult year - so were the years between 1989 to 1992.

Now - I'm going to speak sacriledge here. I personally don't believe that you can actually "sell" a house.

I always totally disregarded just about every thing I was ever taught on our industry's Selling Skills Courses. I just went my own sweet way.

I always taught my trainees to more or less disregard all that "closing the deal" crap. I taught them their job was not to "sell" but to assist the purchasers to buy.

I know that might seem like I'm splitting hairs but I think the story about the young couple illustrates the difference.

The EA's they had spoken to had simply thought "Uh-huh no money here, forget it - not worth the effort". This is because they had been trained to "sell".

I guess I just tend to look at things from a different angle.

I could see that that my young FTB's were genuine and wanted to take that first step onto the housing ladder. The only thing stopping them was a perceived lack of money and a real lack of knowledge on how to go about things.

The money situation was easily resolved. Yes they couldn't afford a house like the show-house but I showed them that they could afford one of our other house types.

I walked them round the development, showed them some other properties, talked them through some furniture and design options, letting them into a few designer tricks in how to make small spaces look bigger.

Then I went systematically through the figures, talked about mortgages, how to manage a household budget etc, explained the buying process, explained what solicitors did, what searches were and so on.

They just needed a little hand holding - ie empowering them by giving them a little knowledge thus enabling them to see their way forward.

I don't see that as a hard sell.

As for doing deals - humans learn how to negotiate from just as soon as we learn how to walk and talk. Everyday life is just a series of negotiations.

We learn by osmosis. I'll do this if you do that. If you give me this then I will do such and such. It becomes second nature.

Being able to make deals couldn't be more simple.

You just take those same negotiating skills that you spent your childhood learning and then translate them into making deals. A successful fruitful deal depends on one thing and one thing only. A win-win scenario for all parties concerned.

Both sides have to feel happy and satisfied with the deal that is on the table, otherwise it just won't work. Both parties have to walk away with a smile on their face. If one side feels aggrieved or that they have been "screwed over" the deal will eventually collapse.

Aggressive "selling" or hard nosed negotiating just doesn't work well when buying and selling property.

Such tactics only end in tears.....

Davesnave

I agree, doing deals means making the 'impossible' possible.

The agent who finally sold our house had to persuade the people who wanted it to take a £30k hit on their house. There were 3 couples all keen to buy, but none could sell and there was a stalemate situation. We agreed to drop, and eventually they did too, allowing someone in at the second place in the chain and a FTB at the bottom.

As you say, everyone won, though it helped that we slightly knew and trusted our buyers. We hung onto a piece of land, which made it easier for us to drop, though we didn't sell that until much later.

lessonlearned

Great deal making there.

The point about "profits" from buying and selling houses is that unless you are walking away and not putting the bulk of your money into the next property then the "profit" is largely meaningless.

It is in essence only a profit on paper. It only becomes hard cash if you don't spent it on the next house.

So in your case - buyers and sellers coming together to thrash out a deal where the ones nearer the top of the chain who have large chunks of equity come to a realistic and sensible arrangement where by they "lose" some paper profit makes perfect sense.

I agree a lot of trust and faith is required in these circumstances.

Splitting the land from the house sale was a smart move....We've done something similar with my parent's house.

richards123

an estate agent has to be able to read people. So many of them cant or cant be bothered to. Maybe its a life expereince thing, maybe you are born with it (or not)

How can a manager get it so wrong when they employ their staff, oh hang on, they can't do it either....

I've been looking to buy in a certain area of the UK during the last 3 mths and the agents I have dealt with have been woeful - lazy, disinterested, presumptious and cynical. That said, in my local area, they are pin sharp.

lessonlearned

richards123 wrote: »

an estate agent has to be able to read people. So many of them cant or cant be bothered to. Maybe its a life expereince thing, maybe you are born with it (or not)

.

I would take that a stage further.

An EA also needs to genuinely like people too.

It's the same with most "human contact" jobs where you have to deal with the general public on a daily basis.

How many bored unhappy frustrated snappy snarling shop assistants/waiters/bar staff/dr's receptionists do you meet each day.

They are in the wrong job. They would be happier in a job that didn't involve "people contact".

Compare them with the lovely chatty check out lady who you laugh and joke with, the friendly waiter who chats and flirts with his customers (he always gets the best tips!!!!).

The difference is startling.

If you don't like people then don't work in a service industry - your working life will just be a daily grind.

It doesn't matter if you do have a "passion for property" - wish I had a £1 for every time I heard that one. :rotfl:

If you don't like the human race then don't become an EA.