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In a tough market, a lot of agents may find themselves saying “yes” to any business, when in fact, it should be the opposite. I used to have a fear of turning down business in case someone else took it on and got the results. I’ve learnt though that when we start clutching at anything we can get, we’re opening the door to overpriced and poorly presented properties, just to get the numbers. In more trying times, I now have a far stronger filter of what business is “yes” business.
We’ve all had those vendors in our careers whose name coming up on our phone immediately makes our heart sink as we think “not again!”
For me, the money isn’t worth the pain. Is it for you? So many agents are afraid of losing the exposure, commission and market share, when in reality, a board up on a property that stays there for too long is far worse.
I ask myself, is this ultimately a client I would like to work with? Is it a property that aligns to my brand and am I going to have success with it? If the answer is no, I turn the business down. Sometimes the opportunity may present itself again once the vendor has aligned to the reality of what needs to be done. I have faith that the right path always opens up at the right time. Everything always works out for the best if you trust in yourself, your ability and the process.
Have faith that you deserve positivity and success. Good things happen to good people. If you do the right thing in the right way, you will end up having a career you can be proud of. Ensure you have a filter intact so you’re not taking on “dirty” business. It’s more crucial now than ever to be really tight with who you let into your tribe, or you’ll be left exchanging energy with people for little or no return. In the end, that’s more detrimental to your mental and physical health.
So, how do we filter the good business from the bad? I find the green light, amber light, red light method to be particularly helpful. Green properties are very saleable and highly desirable, well presented and positioned, the vendor is aligned on price and they are motivated to sell. Red properties are the opposite of that and the amber ones fall somewhere between. I ask myself, can I advance them to a higher level on the scoreboard? If the answer is no, that’s the business I walk away from.
If you’re wanting to elevate your career and be an attraction agent and an agent of choice, I’ve learnt that over time it’s the business you turn down that defines you and your career in real estate.
By Kate Strickland, director, Marshall White Brighton
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