This must be done this way because it is the right way…As I see it… This time… As it benefits me. It’s a matter of principle. Or, is it?
Google Trends 2017 is an inspiring video. We are asking how to do and be everything. How to be fearless, how to change a tire, how to be a good parent, how to be a superhero. Once we know how-to, we have a choice to make. Take action or stay out.
The superhero does not sit this one out. All superheros have in common a desire to do good for the well being of other people. While I’ve never seen a superhero accept a check to cash at a bank, the superhero is rewarded with trust and call backs.
To be a superhero, declare yourself one. Be a superhero Realtor®. Declare an intention to do good for the well being of other people in every interaction in 2018, and then begin by being that superhero you would want on your side with your next interaction. And then do it again.
Seth Godin wrote a simple thought about failure today. He said, “Failure (and the fear of failure) gives you a chance to have a voice…”. Because we care, the Realtor has a voice in calming the fear, in removing the risk. How often do we begin with calming the fear, and when do we begin by raising the anxiety? A typical message from the real estate industry begins with creating fear of loss. Loss of economic opportunity, loss of prestige, loss of a house, loss of time, loss of winning. And then, after we’ve riled the public into discontent, our industry expects the public to look to us to provide a solution. All we’ve done is created an environment for businesses with a calming voice to step in and take the share of the market which desires security.
The expansion of Zillow’s presence in the market place is directly related to our industry’s commitment to continue to instill fear and worry in the public with media campaigns and mantras. “Now is the time… Don’t wait…Rates are going up…prices are going up…prices are going down…”.
Empowering people to make wise decisions in controlled environments is the alternative to keeping people in the dark, and raising instilling fear. As long as Realtors continue to rely on fear of failure, there will be great opportunity for Realtors who deliver contentment, security, hope, and confidence. Seth Godin
I was reminded this morning that teaching a person to fish could feed them for a lifetime, but only if they want to eat. The person who wants to be given a fish is not going to fish even, if they have the ability, until they decide that eating is better for them than starving.
The effort of teaching is exponentially magnified in results by the student who finds inspiration to make the learned technique or tool a habit. Never quit teaching because some people don’t want to eat. Teach to the people who aspire to greater heights.
There are always gimmicks. Buyer markets gave us the Appraisal Contingency – Escape Clause, and the Buyer-Gets-the Last-Word Inspection Contingency. Seller markets spawned the Escalation Clause. Insecurity morphed the Escalation Clause into a watered down, useless jumble of nonsense. (I’ll beat any offer price as long as I get to see the offer, and then I get to deduct a laundry list of expenses from the price, and maybe I will agree to amend our price, but I don’t have to pay this amount if the appraisal doesn’t match our price, and then….)
All of the gimmicks look like good ideas until you, ah well, look at them. People who hire smart real estate brokers as Buyer Agents get their Offers accepted by steering clear of the gimmicks. The savvy Realtor® out thinks the competition by seeing knowing the objective of the Seller is really the Net to Seller, not the Price Offered. I believe the Wisconsin Offer to Purchase (Residential, the Condo Offer, and Vacant Lane Offer) are boiler plate forms where costs paid by Seller are pre-determined. To increase the Seller’s Net without increasing the price, financially capable Buyers will take on the Seller’s typical expenses (some may be tax deductible—see your accountant), and save themselves thousands of dollars in interest and higher property tax bills over the years of owning the home.
This weekend when you write your offer try this: Think like you are in cooperation with the Seller, not in competition. The Offer has at least 8 areas you can modify to improve the love your offer receives from the Seller…and none of them require sappy letters and photos of your kids. If you haven’t committed to a Realtor® yet, before you do, ask them what ideas they have to help you get your offer accepted. Commit to the professionals who know how to make the Offer work for you AND the Seller.
Memorable outcomes of my fights to be right serve a purpose when I look at them and ask, “What did you learn?” It’s so easy to rush to battle, and so admirable to watch people who first seek to understand and then to be understood (Melanie Trump said that…no she didn’t, Steven Covey did in 7 Habits of Highly Effective People).
The art of understanding is in listening. When I’ve been most respectful I am shown the the feelings rooted in fear which may be a contributor to an attitude of battle. Respect is served with space and patience. In my rushing to results days, impatience bowls through the space and rumbles over respect. I know what patience looks like and accomplishes. I’ve seen admirable patience in my sons, young people who let go, seniors who know what life is about, and other well adjusted people who probably have faith in the power of Karma.
I was just told that a person believes I’m not trying hard enough. She may be right. Trying hard is not a path I will walk. I’m being patient. I’m being gentle. I’m listening and understanding. It’s freedom to be at peace with the world. I choose to not fight today. Let’s see if the universe accepts patience. I believe it does.
The purchase price of this Offer shall be $1,000.00 greater, up to a maximum price of $_______, than the purchase price of any bona fide offer….