Expectations vs Reality Monday, May 16, 2016

March 13, 2017

There are certain expectations that everyone has during the home buying process. Expectations that your realtor, whether buying or selling has your best interests at heart and will go to the end of the world to make sure those interests are fulfilled. Expectations that the buyers' loan officer will efficiently get the loan closed in a timely manner. Expectations that all parties will walk away happy, with a warm and fuzzy feeling about everything that unfolded during the sale. Unfortunately these expectations don't always happen exactly how we envision them. Loans take longer to close, appraisals come in too low, communications break down and feelings get hurt. Coming from someone that worked years in the banking industry as a lender, and now as a Realtor I have seen some bothersome trends with how some "professionals" conduct business. Growing up in sales, especially jobs that only paid commission, you learn quickly that if you don't treat people better than they should be treated you wont be in sales long. That means going above and beyond for everyone, every time. I have enjoyed success in sales, both in retail settings, banking and now in real estate by getting referrals. I have always made a point to set realistic expectations of what I can do, and what is probable not possible in the transaction. I have always been the master of my own destiny, responsible for my own success. That is until I got in real estate. I have had the pleasure of working with great people in every career I have had, and this is no different now that I am my own boss. One think I cannot understand though, and maybe I am too old school, is the lack of accountability with some people in the sales industry. When realistic expectations, and I do mean realistic expectations are set with everyone involved and timelines are of the essence, it surprises me how some professionals refuse to hold up their end of the bargain. When working at the very bank as some of the loan officers I was held accountable both by my production and my clients. It seems the shift now is leaning more towards relying on everyone else to get the job done, collect a paycheck and in the time between, let everyone scramble to take care of the clients. Things I have always known, since a young age in sales, are not being done. Answering emails, responding to phone calls, giving updates and following through with promises. These all seem like no brainers , and you would think they would be instrumental in maintaining a good client base. Many times though these "little" things are overlooked, because of what I could only guess is too many clients throwing too much money at these individuals. I know we all wish we had this problem, so much business that it is physically impossible to keep up with this demand. On the other hand, when working a career were a large part or even all of your income is based on closed sales, have you ever been that busy? I surely haven't. I have always had enough time to work in that extra phone call, or quick email. Heck those 5 minutes literally could be worth thousands of dollars, and I have never once met a salesperson so busy they cannot take 5 minutes to do that. I have run into people that are so poor in time management that they don't have time, but I simply choose not to work with them. I think there should be more effort to make these huge life decisions, like buying or selling a home more enjoyable for the clients. Little things like timely communications can ease a lot of tension and ensure future business. Just my two cents!