Bill Thompson, REALTOR® : Tactful Story Telling

Welcome to Reliberation Sign in | Help

Reliberation > Blogs > Bill Thompson, REALTOR® > Post

Tactful Story Telling

By: Bill Thompson, REALTOR®
Wednesday, July 18, 2007 9:21 AM

I have mentioned this before in various threads, but I feel it is a powerful enough communication device that it deserves a thread of its own.

I like to tell stories to communicate. It can be very helpful when dealing with clients. Say you have a client that refuses to get their home in nice shape for listing. You could talk down to that client and say “Look, I know real estate better than you do and this is what it is going to take to sell this thing.”

On the other hand you could use my story telling technique and say something like this, “You remind me of my favorite client. She started out thinking just like you. She said the new homeowner could do whatever they want with this house once they own it but I am not doing anything. After her house sat on the market for 9 months without a single offer she reconsidered. I pitched in and helped her and we got her little house looking really nice. We had 2 offers within 10 days. We became great friends and I have helped her with several other real estate transactions since then. Do we fix this place up now or 9 months from now? It is your call."

What do you think of this technique? We could practice some examples here if you like.

Comments

Member Since '07	Bill Thompson, REALTOR® said: Okay here is another example. You have seller that does not agree with your market analysis numbers and the price you suggest they should list at. They want list at the same price the house across the street is listed at. You could say, “Look I know more about this than you do. That house across the street is way over priced and that is why it has not sold for 13 months.” On the other hand you could use a story. “You remind me of my favorite client. They wanted to list their house the same as 2 other houses were listed at in their neighborhood. They even knew of other houses a block or two over listed high like this. I looked all these houses up on the MLS and found that the 2 that had sold already sold for much less than they listed at and on one of them the seller had to pay $11,000 at closing in addition to reducing the price. The 2 that have not sold each have one more bedroom than yours and have been on the market for quite some time, also. How long can you wait to sell your home? When this client realized all that went into my market analysis, that all homes are not alike and that homes that had been listed at a certain price did not sell at that price and that sellers sometimes have to pay the buyer at closing and that houses priced too high sit for a long time without offers, he decided he’d take my advice and we sold his home before his neighbors and ultimately for a better price than they got after being on the market way too long.” July 18, 2007 9:02 AM
Member Since '04	Mary Welch said: Gene gave me a good idea yesterday. He did a virtual tour and gave it to his buyers after the purchase so they could send the link of their new home to family and friends. With your idea, we could do a virtual tour for those people who just can't see the difference a tidy and decluttered house would make. I am thinking about showing a VT of before and after to those people. What do you think. July 18, 2007 9:03 AM
Member Since '07	Bill Thompson, REALTOR® said: Mary, I like it! I read Gene's idea about the after sale virtual tour and thought it was a great idea. I assume that VT promotes the Realtor in some subtle way, also. This could be a great way to get more listings. So as far as story telling goes, I guess you are saying a "picture is worth a 1000 words" and a virtual tour even a little better. July 18, 2007 9:23 AM
Member Since '07	Bill Thompson, REALTOR® said: You may have noticed, I always start my stories with "You remind me of my favorite client..." This sets a nice tone. I have seen it soften an agnry person. "You remind me of my favorite client, we intitally misunderstood each other, probably because of something I said..." The next thing you know this angry person is no longer defensive and can turn into a very loyal clients that refers other people. July 18, 2007 9:49 AM
Member Since '04	Mary Welch said: yeah, what you said. I think people need visuals. I just wish there was a way to do this with a smoker who doesn't get the fact the house smells like smoke. Maybe a scratch and sniff? lol. I imagine Gene could come up with that too, he is multi-talented. You owe me Gene. July 18, 2007 9:51 AM
Member Since '04	Radley Reiff said: If they are Filthy Pigs, have to be forceful otherwise not enough gets done. I tell them I am sending maid SWAT team over on Tuesday and leave check on kitchen counter. If they balk at paying for cleaning, I sometimes eat cost because it needs to be done. July 18, 2007 9:56 AM
Member Since '04	Mary Welch said: Rad, you do cut to the chase. I wish I could be that way. I tend to be more diplomatic and it takes twice as long. July 18, 2007 10:01 AM
Member Since '06	Cathy Clark said: Spoken like a true Scotsman, Bill! July 18, 2007 10:05 AM
Member Since '04	Radley Reiff said: Mary I do cut to chase, no reason not too. When listing property, EVERYBODY says they WILL GET TO IT. But it always takes them too long so I have to be very forceful about it. Most of the times, it's just easier to get them to cut check then do things like cleaning garages. So I just go that route. I am nice in other areas.... like, let's go play golf while the Maid's are here or something along those lines. July 18, 2007 10:06 AM
Member Since '04	Radley Reiff said: Another way to handle that is to say "I need it clean BEFORE then doorbell rings not AFTER"... "DING DONG" as audio aid !! I am sending maid's over on Tuesday !! July 18, 2007 10:09 AM
Member Since '06	Cathy Clark said: "You remind me of my favorite clients. A young couple with a baby on the way buying their first home. They lost out on two homes that would have been perfect because they thought the prices would come down. But because interest rates went up and prices held steady, they actually ended up buying less house for the same money". See Gary, I listen! I'm the good child. Not like that Radley person. July 18, 2007 10:11 AM
Member Since '04	Radley Reiff said: What? Cathy you are on wrong post .... hee hee July 18, 2007 10:17 AM
Member Since '03	Gene Carey said: Bill - If you have a reluctant seller who doesn't want to do anything to their home to help get it sold, I would think that they might change their mind if they could just step back and look at it from a distance. Creating a visual tour and showing it to them, prior to listing, could very well open up their minds to understanding what it is you are trying to advise them on (staging and decor). I did a small tour for an agent in Ohio and thought to myself "Wow! did he bother to discuss staging the house with them and removing some of the furniture?" Take a look at the photo in the tour that says "Original Owner" and I'm sure you will get the same feeling. Wouldn't you think that the homeowner would realize the need to de-clutter? http://VisualTourShop.com/Listing/VirtualTour.aspx?ListingID=1167882&HideBranding=true July 18, 2007 10:20 AM
Member Since '06	Cathy Clark said: Sorry, Radley, I just couldn't resist. I'll behave now. July 18, 2007 10:23 AM
Member Since '07	Candice A Donofrio said: Tell me another story! I LOVE stories! :) July 18, 2007 10:32 AM
Member Since '07	Bill Thompson, REALTOR® said: Candice, You remind me of my favorite Realtor. She was frustrated by clients that did not make their children behave in her car. So, one day she bought a sleek little Corvette that could seat only one passenger. Families with rug rats had to follow along behind in their own car. If they were really obnoxious and did not get pre-approvals she'd lose them in traffic...Oh, no wonder you remind me of her, you are her! July 18, 2007 10:39 AM
Member Since '07	Candice A Donofrio said: LOLOLOL! Nudder stowy, nudder stowy . . . I'll take the truck if they want to bring their dog . . . July 18, 2007 10:43 AM
Member Since '07	Bill Thompson, REALTOR® said: Candice, You remind me of my favorite dog lover... July 18, 2007 3:59 PM
Member Since '07	Candice A Donofrio said: LOLOLOLOLOL I AM your favorite dog lover . . . but you know, Bill, there's this guy in Texas who wears a dress . . . ;) July 18, 2007 4:48 PM
Member Since '07	Candice A Donofrio said: uh, sorry . . . kilt! July 18, 2007 4:53 PM
Member Since '07	Bill Thompson, REALTOR® said: Ok Candice, ok! July 19, 2007 2:33 PM
Member Since '07	Candice A Donofrio said: Hahaha . . . Bill, you been practicing on the PVC bagpipes yet? Your star is waiting to be born! July 20, 2007 12:48 PM
Member Since '07	Bill Thompson, REALTOR® said: Candice, I am "famous" for several things, why not the pvc bagpipes ;) July 20, 2007 1:05 PM
Member Since '07	Candice A Donofrio said: Allrighty then, what will be your first tune! July 21, 2007 12:09 PM
Member Since '07	Bill Thompson, REALTOR® said: "Scotland the Brave" of course! July 24, 2007 9:46 PM