Do you remember when Julia Roberts dressed in her “street” clothes and shopped on Rodeo Drive, and she was snubbed? Then, she came back looking like “money” and they were all over themselves trying to get her business. She reminded them of her past treatment and said “HUGE MISTAKE, HUGE”. I have actually heard similar stories from customers recently who were very upset that their agent talked about money before they even had an opportunity to talk to the customer about their wants and needs. I agree with Julia: Huge mistake.
I think two things come into play here. First, we’ve been conditioned from real estate birth to find out if our prospect qualifies to purchase. Today’s customer is really quite offended by the money conversation right out of the gate. Today’s buyer wants to know if their agent cares about them and can give them the level of service they expect. There’s nothing wrong with having them qualified by a mortgage company, in fact it’s beneficial to everyone, but only after you’ve established a relationship with the customer. Give them a chance to see if the relationship is a good fit for them and for you. (more…)