Fredericksburg Texas

There are certain things that agents representing buyers or sellers of real estate in Fredericksburg Texas should and should not do (in my humble opinion).  We live in a small community, our kids go to school together, we see each other at the grocery store and at little league and we know a lot of the same people.  It can get tricky knowing where to draw the line between competition and stupidity.  Luckily, you have me to help!

Real estate offices espouse client acquisition policies that vary slightly but they all seem to employ a common sense approach to how to get a client, how to keep a client and how not to poach other people’s clients.  It is on this last topic (poaching) that agents seems to have the most trouble (new agents especially).

Poaching, loosely defined, is the act of soliciting a client known to be working with (to known to have worked with) a competing agent (whether in the same office or a competing office).  Every agent is taught to work their “sphere of influence” (SOI) for leads.  The nature of a small town is that SOI’s will inevitably overlap. What then?

The application of common sense can resolve most dilemmas, short of that, here are some rules-of-thumb:

            If you’re an agent and meet a person at your neighbors house and you know (or suspect) them to be a good friend and/or a past buyer of real estate from you neighbor (also an agent), DO NOT call them later in the week and try to sell them something.

            If you’re in your office and someone comes in specifically asking for another agent, DO NOT sweet talk them into dealing with you if the other agent is not available.

            If you’re in the office and a caller specifically asks for another agent, DO NOT work them with the intention of having them become your client thinking no one will know the difference.

            DO NOT operate with the philosophy that “if Betty agent took better care of her client, the client wouldn’t be taking my calls”.

Now that you know what NOT TO DO, what should you DO when faced with the above?

            DO thank your neighbor for dinner and then mind your own business.

            DO offer to assist a walk-in in the absence of the agent they are looking for and then turn them over to the agent when that agent is available.  Expect nothing but a “thank you” in return.

            DO offer callers assistance then relate the call to the requested agent.  Expect nothing but a “thank you” in return.

            DO make the assumption that the agent/client relationship is one that is earned and DO assume that if a client is unhappy they will call you.  Leave them alone!

We’ve all heard that “what goes around comes around”.  This is especially true in the highly competitive world of Fredericksburg real estate sales. Add to that the whole “small town thing” and you really have to watch yourself or you’ll end up with a reputation that will ruin you in the long run.  Experience Matters

You never get a second chance to make a first impression.  This is as true for buyers and sellers of real estate in Fredericksburg Texas as it is for their chosen agent.

Buyer’s should strive to put a good foot forward when making an offer and should always disclose their true financial situation to their agents.  Sellers should only present their homes for sale when spotlessly clean and well maintained.  Agents should wear their knowledge and experience on their sleeve so that buyers and sellers are comfortable with their choices and with that agents counsel.

While first impressions are critical (whether we like it or not), when is it appropriate to begin placing more emphasis on substance than initial impressions?  Is what an agent drives or wears as important as what they know about real estate (in general) or the Fredericksburg Texas market (in particular)?  Probably not.  Flashy new cars and expensive clothes can be as deceiving as an old clunker (e.g. Sam Walton and Warren Buffet) and blue jeans (e.g. Bill Gates and the Google Guys).  If you judge a book by its cover, you’re likely to either be surprised or disappointed.

Our business culture has slowly begun to recognize that it’s not what you wear but how you do your job.  Casual Friday’s, once an anomaly are now the norm.  The explosion of high-tech employment has given rise to casual “everydays” and bringing you dog to work.  Common sense is beginning to take hold. When it’s 100° in the Texas heat, why wear a suit…duh!  Comfort leads to creativity, creativity lead to innovation, innovation leads to discovery, discovery leads to knowledge, knowledge leads to success.

I’m more impressed with a well-spoken buyer (or seller) who is clearly comfortable in their own skin than I am one who is obviously trying to impress those around them with the “stuff” they have acquired.  It’s not about what you have…