I suppose that every Southern girl has been told many times in her life:
"Why buy the cow if you can get the milk for free?"
Being a goody two-shoes for the lion's share of my years on this earth, this advice was absorbed and on I've moved with life.
Last night, I realized how much this old saying has to do with real estate in today's marketplace of educated buyers and sellers. Who have often been incorrectly educated. Or incompletely educated.
I can get a little cocky at times, since I'm good at what I do. I've learned from the best, dialogues for conversion, I preview like a fiend, etc. Pretty well-versed at converting cold calls. My presentation for relocating buyers is so strong that other agents in the office take notes and copy me.
But I've always been rather slack at forcing the buyer agency agreement before I share information. I make them sign it before they get in the car in most instances, but I try to earn that level of trust before breaking out the paperwork by actually sharing real, pertinent information about real estate in greater Charlotte NC.
Can't be slack anymore. Found out that on Saturday, I gave away the milk for free. Converted a cold call on Friday, agreed to meet them early on Saturday to do a buyer consultation (my day was already booked) and give them maps and such for their driving tour, etc. Super nice people, glad for the information, got directions to go cruising. Told me they wouldn't be moving for another year, so they were just looking at the overall area. We talked about buyer agency but I didn't force the paperwork-heck, it's a year out before they move, right?
The buyer calls me on Monday after she got home to Pennsylvania. SOOO excited about one of the neighborhoods I recommended, fell in love with a builder, wants to build her house. Great! We talk about how having a buyer agent is important when you're building, how it doesn't cost any additional money, how I can be their eyes and ears while they're still up north. Great! I tell her I'll email her the official paperwork to set me up as her agent.
Then on Tuesday, I get an email from her. Telling me that they no longer want a buyer agent based on advice from their in-laws (dadgum parents!), and they feel quite comfortable with the builder representation, so thank you so very much for helping us locate our dream home and area!
I talked to the onsite agent for the builder. She stuttered a bit about how they didn't tell her I was the one who sent them there and that well, there IS a reason not to use me. If you build with Ryland Homes, and do not have an agent, they'll hook you up with rebates. Nice. Glad to know which builders do NOT value Realtor relationships. And no matter how many facts I threw at the buyer about why she wants someone working on her behalf, she couldn't see past the dollar signs. Even though I sent them to the neighborhood and am obviously the procuring cause, I'm out because they didn't sign the paperwork. (FYI-North Carolina allows oral buyer agency until the time of contract.) I could fight and I'd probably win, but I'll move on to the next.
And I guess I won't be able to trust in the honor of people in the future. I'll be forced to do paperwork from the get-go. I hate that about today's society. I know I'm worth it, my clients will tell you I'm worth it, but dollar signs can be blinding.