Atlanta Real Estate | Atlanta Housing News for Real Estate

Over the years in real estate you learn a lot!  In fact there is a lot to be learned by our mistakes.  You learn what to do, and what not to do.  Sometimes we take a gamble on showing relocation prospects,  Perhaps there is a 50/50 chance they may move to your area.  These buyers aren't a sure thing, but worth a gamble. 

A lot of people think that REALTORS have an expense account, or that we can write off our expenses!  Well the are wrong about an expense account, and I do not like writing anything off where there is no return on the dollar spent.  A few years ago I can to the conclusion that when I treated for lunch, I was being used.  I never seemed to close the prospects.  In fact more often than not potential prospects did not return the call.  No matter how long we were out in the car, how many homes we've showed them it did not make any difference.  I was the tour guide, taxi driver and free lunch buffet.  Once I decided to show all the homes, first and stop for  coffee telling the prospects I have another appointment.  As I pulled up to the place they wanted to go, it was valet parking only.  Between coffee, and a lite treat my bill was through the roof.  Those were the days when I did not make the money I do now.

What I did when I figured out how to tell who was a real buyer, and who was kicking tires... The prospects would make rumblings about a pit stop and getting a bite to eat...I'd respond with what do you like?  Italian, Mexican, pizza, burgers, or a nice family restaurant?  They'd just right on the suggestions, and perhaps tell me of another place they've heard of.  I's say great, anddrive them there.  As we pulled up, I 'd drop them off and tell them I'll join them later I have about a 1/2 hours worth of phone calls to return.  Their jaws would drop almost like they've been found out.  You wonder how many times they pulled this off without the other agents catching on. So when a prospect says, "Let's Do Lunch!"  Stop and think about it!  Maybe the answer it "Let's not!"

We found it is smarter to take persons out to lunch, breakfast or even dinner if we have already closed them. These meal tend to be more productive, and help establish a friendship that will perhaps lead to quality referrals someplace down the line!  These are people you want to be with!  Enjoy them!  It is called friendship, and appreciation.