You have something to say, some timely tidbit to impart, but don’t relish the specter of an ensuing dialogue. You’re not interested in the entanglements of conversation, what with the awkward pauses, opinions other than your own and … gulp … small talk. Too much commitment. What you want is a one line fling.
<<Tell them 256k firm>>
A one-way communiqué is a powerful thing. Authoritarian in nature, the modern day smoke signal of the text message is the chain of command envy of parents and military command alike. Raw, unladen directive. Dig it.
<<258K. No home warranty>>
Who needs a tete a tete when a simple tete will do? Time is saved, insubordinance averted and miscommunications only cropping up when you fat finger the occasional key.
<<257KK an homed warranty!>>
This really cuts to the quick as to why agents are necessary middle (wo)men in a transaction. To take (and translate) such directives and finesse a meeting of the minds with someone of antagonistic purpose. While we rightly prattle on about the years of experience and know-how that we bring to the bargaining table, our basic service is to take careful aim and coax out of the other party the terms that our clients shoot from their respective hips.
<<Ill do 257 but earnest money non-ref.>>
Haggling is easy when you don’t have to personally make the proposals. No matter how outlandish a demand or ludicrous a price, the client never has to handle the delicate delivery of said offer. Without the interpersonal drama inherent in a vigorous and ongoing negotiation, the principals are loosed to think only in terms of their own best interests. The precise moment people sit down with their actual counterparts to talk turkey is when many start conceding too much. An odd quirk of we humans is a tendency to sabotage long-term interests in the name of getting along, no matter how fleeting the temporal relationship.
<<hmm … I’ll make ½ the earnest hard after inspect>>
My job is to be friendly with the other agent so that you don’t have to be friends with the other party. Aside from my counsel, the only thing driving your ship is the pursuit of the right property at the best possible terms. Cold, clinical and ruthlessly ambitious in your demands, let me worry about how to peddle it to the other side. Getting what you want without having to directly engage your counterpart in transactional Twister is both a financial and emotional boon. Leading your own troops in battle is noble, but few field generals live to meet their grandchildren. Put your feet up, send in the orders and let your foot soldier bring back the scalp you covet while you bounce that bundle of joy on your good knee. When personalities get out of the way of the terms, positive things tend to happen.
<<Sold!!!>>
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About the author:
Paul Slaybaugh is currently working on installing smartphone technology, capable of receiving and obeying SMS messages, within the cerebral cortices of his children. The prototype has an auto-responder set to "Because I said so" for every articulation of the word "why." Results, thus far, are ... mixed.
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Fabulous! And to what do you attribute your success?......a one line fling, of course!!!
Very to the point, Paul.
This is why you are hired, take the information and do your job, if only it was that simple, you forget that you have to be a shade tree psychologist, accountant, appraiser,"sales person", hand holder, translator of "what they really means is"and on and on. And all of this over 2K in a 256K deal? Your ego is NOT your amigo. It's why you are paid the big $$$, isn't it :-)
"Because I said so" Hmmm...where have I heard that before?
Great post! Creative and fun to read as well!
Great post. I enjoyed the read.
Russell - We do indeed where too many hats to fit comfortably on one head, but at the end of what is typically a very long day, I think the consumer boils it down to the essence of "why do I need you?" The typical arguments and logic chains are no less justified, but slightly trite. Most every sane person knows there is stuff they don't know, but in boiling the technical aspects of the job down to the core truth, many simply don't want to have to tussle with the other party directly. Whether out of respect for their own knowledge gaps and/or shortcomings, aversion to direct confrontation or having no room left on an already crowded plate, I think this is the essence of what most consumers want. Someone to get down in the trenches for them. Tina Turner was wrong. We always need another hero :)
Paula & Lori - Thank you both for giving it a read.
Or put simply, we dialogue so the consumer can monologue. Taking a position is the easy part. Translating it into success is a burden we agents often take to bed with us at night.
I'm not sure that it's 'real estate' that is your calling my friend.........I think there's something else calling your name ...:-)
From the desk of David Dee,
Hey Paul, that's a nice take there on the dialogue. :D
Your right we certainly DO (on both counts)!
I enjoy reading your blog because your writing style is so engaging. Thanks for this great post!
Paul...You have a very interesting way of making your point. I enjoyed reading this post.
Hi Paul. Right on.
No reason for agents to get nasty with each other.
I always find it funny when an agent tries to "beat me up" w/ negotiation...
Thanks for writing,
Ken
what the heck heck? now why wasn't this one featured....? :-)
Now don't you go stirring up trouble, Liz Moras. ;)