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Shawn Lackie

You need a thick skin


by Shawn Lackie


Nobody said this would be easy. Hey, in life, what is? Sometimes your expectations fall far short of reality and that happens because a number of things don’t align.

Most important is honesty. Whether you are dealing with a buyer or a seller, that is probably the most important quality (DUH!!). I have had buyers waving a chequebook at me, screaming, they will be buying a home today. Then they disappear, sometimes for a short time, sometimes forever.

That’s OK. My expectation bar was set really low many years ago. Quite often, you find a client emerges from the mist, who you just never expected, and that is where pre-judging gets in the way. I have always said to, 'expect the unexpected and never pre-judge a situation.' You just never know.

I had three deals come out of one listing which probably shouldn’t have happened but did anyway. It was both interesting and exciting. There is never a dull moment in the Real Estate Biz. Ask any agent and you’ll get a nod.

At any rate, always beware of the ones who scream, they are buying because they usually aren’t. What stings though, is, the people you have worked with, for weeks/months/years, who drop you a line, which follows, “We were out travelling around and saw an open house. We went in and loved the place, so we put in an offer. Just wanted to thank you for your time.” Really? The hundreds of miles I spent driving you around? The countless hours spent researching the ultimate home for you? All of the other pieces which go into doing the job properly?

Or, and this one really hurts, driving the clients around like in a taxi cab. So, I guess the take is, if you want a chauffeur then maybe you had better hire one. My favourite is, doing many things for the client, and even supporting their business, and then they drop the bomb on you, they bought with another agent. Alternatively, they just don’t tell you, thinking you’ll never find out and then they complain about the service they received and the property they bought.

I had one situation, many years ago, where I met with clients to possibly list their home. We toured the property, it was a nice home; modest but nice. So we sat down at the dinner table, and I started to go through data for recent sales in the area which were comparable to their home. All of that didn’t matter a lick. They had a price in mind and THAT was what they were going to list for. So, I agreed on one condition, if the home had no showings or activity over the course of the next two weeks then we had to re-visit price. They said fine to that, and we signed everything up. We put up the sign, advertised, and I did two weekends of open houses. Nothing happened; not a call, nothing at all, just pure crickets. So, I called and asked to meet them. They agreed to that. When I sat down and reminded them of our agreement they both looked at me like I was crazy. I repeated, we had the discussion and they agreed to it. Then came the kicker, they called me a flat out liar and said I created all of this myself. It was clearly not nice, so I said, “Fine then, we will terminate the listing.” So, I basically fired them.

I did learn a very valuable lesson. Everything, and I mean EVERYTHING mentioned and agreed to, needs to be put in writing and acknowledged by all parties. I have stayed that way to this day. It makes life interesting for sure. If this sounds a little off, it may be, but anyone in sales will totally get where it comes from.

All I can say is, you get what you pay for. So at ALL Levels and in ANY business, always remember, 'Caveat Emptor.'

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