Realtor APB: How to lose clients

In the Aug. 13th blog missive at Bloodhound Blog, Greg Swann discusses his recent experience with a client who he successfully helped with finding a new home. The twist was that the buyers he was working with had been working with another agent. As you can imagine, the other agent was frustrated and angry that they lost out on a sale. Find out how the other agent reacted by reading the story.

A few months ago I came across an excellent article in USA Today called “The waiter rule.” I shared it with all the professionals we work with. Several CEO’s of Fortune 500 companies were profiled in the article. The CEO’s would take a potential new hire (for an executive or management position) to lunch or dinner. The CEO’s would see how the recruit treated wait staff. The results were interesting and revealing. How you treat others (co-workers, support staff, allied professionals) in business relationships, however difficult or stressful, speaks volumes about your character and leadership in business.

One recent example played out in front of my wife who was signing a client. The client had questions regarding the transaction and called their loan officer. Everyone knows that if a cell phone is turned up loud enough you can hear the conversation loud and clear.

Unfortunately, for the loan officer, my wife heard every word: “…escrow does not know what the #%! they are talking about.” Not only did the comment embarrass the client, but it made us evaluate the working relationships we have with everyone we work with. Ouch.

Situational Values: How do you stack up?

Bill Swanson, CEO of Raytheon Corp. has this to say:

“Watch out for people who have situational value system, who can turn the charm on and off depending upon the status of the person they are interacting with. Be especially wary of those who are rude to people perceived to be in subordinate roles.”

2 thoughts on “Realtor APB: How to lose clients

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