Margaret Rome's Blog

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Just Give Them The Information

 

This week I spent some time on the phone with a potential client. The initial contact started via email asking questions about some of my properties. Whatever the question...I just gave answers.

I did not ask or expect this person to give me any information.   There were a few more emails, a few more questions and a few more answers.

 

View From River Cottage Margaret Rome

 

And then I received a phone call from this same potential buyer. Again asking a few follow up questions and reminding me that we had been in touch through email.

Again I gave answers and discussed the properties. This potential buyer opened up and shared the particular needs. They were personal and I let this buyer know that whatever was said would remain confidential.

The message I wanted to convey...

 If my help is needed, I'm available.

 

Today I received this email.  

''Thank you again for your knowledge and more importantly, your kindness. Wish I would have bought  my last few properties from you.  Any future acquisitions I will.''

 

I think my message was well received 

 

 Margaret Rome

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Sell Your Home With Margaret Rome

Broker-Owner HomeRome Realty 

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Author of Real Estate the Rome Way

mrome@HomeRome.com

410.530.2400

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Comment balloon 26 commentsMargaret Rome, Baltimore Maryland • September 22 2016 03:54PM

Comments

Margaret, I know if and when he wants to buy property... he will be calling you!

Posted by Rebecca Gaujot, Realtor®, Lewisburg WV, the go to agent for all real estate (Vision Quest Realty, Martha Hilton, Broker) about 2 years ago

Good for you. Many times we receive e-mails and texts without a human voice requesting information and then they disappear. Having the attitude of being of service makes a difference.

Posted by Janice Hope Zaltman Realtor,LEED AP (United Realty Group) about 2 years ago

I wouldn't expect you to do anything different Margaret.  

Posted by Tammy Lankford,, Broker GA Lake Sinclair/Eatonton/Milledgeville (Lane Realty Eatonton, GA Lake Sinclair, Milledgeville, 706-485-9668) about 2 years ago

This morning one of the first posts I saw on AR was about the importance of scripts. I like this way of doing things better. Much better. Nicely done Margaret. 

Posted by Denise Hamlin, Broker/Owner, Helping Happy Clients Make Smart Choices (Cardinal Realty ~ 319-400-0268) about 2 years ago

Way to go, Margaret. Your telephone caller got your message and is responding gratefully.

Posted by Lottie Kendall, Serving San Francisco and the Silicon Valley (Pacific Union International) about 2 years ago

Sometimes it is not even about information you provide, but about them feeling that you genially care. 

Posted by Inna Ivchenko, Realtor® • Green • GRI • HAFA • PSC Calabasas CA (Barcode Properties) about 2 years ago

Great advice Margaret Rome, Baltimore Maryland . When I contact someone for information, I don't like when they're all over me with questions either. 

Posted by Elyse Berman, PA, Boca Raton FL (561) 716-7824 CRS, ABR, GRI,ePR (Best Connections Realty, Inc.) about 2 years ago

Hi Margaret - There are times to sell, and times to sell subtly - this is a great example of the difference.

Posted by Dick Greenberg, Northern Colorado Residential Real Estate (New Paradigm Partners LLC) about 2 years ago

Dick Greenberg By gosh I think you've got it!!

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) about 2 years ago

Perfect Margaret Rome, Baltimore Maryland  Can't ask for any more than that.

Posted by Mike McCann - Nebraska Farm Land Broker, Farm Land For Sale 308-627-3700 or 800-241-3940 (Mike McCann - Broker, Farmland Broker-Auctioneer Serving Rural Nebraska) about 2 years ago

Mike McCann - Nebraska Farm Land Broker Thanks for stopping by,

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) about 2 years ago

Even though the response didn't put money immediately in your wallet, I'm sure it made your day!

Posted by Nancy Manby, Your Downsizing Specialist (William Raveis Real Estate) about 2 years ago

Your approach is a reminder that 'clients don't care what you know, they want to know that you care'. Good post!

Posted by DALIA KIBBY about 2 years ago

Margaret, I think that when you answer questions readily, easily and fully, you convey expertise. The words of wisdom roll off your lips. The caller realizes that you are not a Joanie-come-lately in real estate. You've built a confidence-bridge. When she's ready, the client knows in which direction to go. You've provided a road map ... to Margaret Rome.

Posted by Zippy Baltimore about 2 years ago

Hi Margaret --- your patient and caring manner comes through.   Once again.  

Posted by Michael Jacobs, Los Angeles Pasadena Area Real Estate 818.516.4393 (Coldwell Banker Residential Brokerage) about 2 years ago

Michael Jacobs If we are not patient and caring...we should not be on the phone. Thank you.

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) about 2 years ago

How nice!  You weren't pushy or agressive and it paid off. Hope you get a sale from it!

Posted by Mary Hutchison, SRES, ABR, Experience Agent in Kansas City Metro area (Better Homes and Gardens Real Estate-Kansas City Homes) about 2 years ago

Hi Margaret

Sage words from a very wise Realtor! The message to this caller was clear, and he appreciated it. Bet he will be buying through you at some point!

Jeff

Posted by Jeff Dowler, CRS, The Southern California Relocation Dude (Solutions Real Estate ) about 2 years ago

I am sure you sounded friendly and approachable, and the customer felt safe to come back, and did. 

Sarah in Nashville

Posted by Sarah, John Rummage, Love Being Realtors® in the Nashville TN Area! (Benchmark Realty LLC, Nashville TN 615.516.5233) about 2 years ago

The interrogation technique is not very effective at retaining prospects beyond the current interaction...ask any car salesman.  Good job!

Posted by Gary L. Waters Broker Associate, Bucci Realty, Fifteen Years Experience in Brevard County (Bucci Realty, Inc.) about 2 years ago

This sometimes works.  I just answer questions because scripting just doesn't work for me.  Earlier this year, I had a sale from just such an encounter. The buyer didn't understand that what she was looking for, truly didn't exist in our market.  I ended up selling her one of the best compromises she was going to find.

But in higher end areas I've learned to be a bit cautious. I've noticed that there is a cohort of "favorite" agents that don't have the time of day until a seller is ready to list or a buyer is ready to pull the trigger. Buyers and sellers will turn to "lower end" agents who are hungrier for high end business and push them into all sorts of research.

Initially, I used to jump at any chance like that. After all, I know my business and have been marketing to these areas for years, tryint to jam one foot in that door.  One potential listing, I got daily calls and questions that I had to research. I went to the home no less than 3 times, offering advice and help. I invested hours of my time but was really excited because I was quite confident they would pick me.  I was really excited.  They were using the stager I suggested and getting their things into storage the way I recommended. I had been "grooming" them for about 2 months when they lowered the boom and listed with one of the handful of agents that get all of these listings.

They sited my lack of visibility in their market as their reason.  What was fascinating was that the listing agent turned out to be the wifes tennis partner. They had no intention of ever using me but felt they needed outside advice. 

I'm sure that all the work I did helped them sell their home. But another agent benefitted from that work, not me.  Point is - be helpful, but don't be a doormat. Particularly on niche markets that are owned by a very few agents.  

Posted by Ruthmarie Hicks (Keller Williams NY Realty - 120 Bloomingdale Road #101, White Plains NY 10605) about 2 years ago

Great example of how we should be with every caller ... Margaret Rome, Baltimore Maryland ... available and ready to answer any questions - to be of service!  Nice Post!

Posted by Diana Dahlberg, Real Estate in Kenosha, WI since 1994 262-308-3563 (1 Month Realty) about 2 years ago

Diana Dahlberg Yes available to answer questions and be of service. 

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) about 2 years ago

A good example of how a professional gains a good reputation in this industry.

Posted by Joan Whitebook, Consumer Focused Real Estate Services (BHG The Masiello Group) about 2 years ago

Joan Whitebook  Always good to hear from you.

 

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) about 2 years ago

Margaret Rome is a name synonymous to customer care and unmatched service.

Posted by Les & Sarah Oswald, Broker, Realtor and Investor (Realty One Group) about 2 years ago

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