From the moment you present your offer, to the moment you’re either driving home with your tail between your legs, or celebrating a client’s purchase, several hours can transpire. But as I told my clients, only a few short minutes is spent with the sellers.
The rest of the time? It’s a waiting game.
Last week, I sat in my car, twenty feet from a competing agent in his car, and we both waited to find out which one of us “won.”
Here’s a video from when the action went down…
And to make this victor even sweeter, I was able to tell my clients that they won by exactly $131.
The sellers and the listing agent were signing the papers, when I happened to notice a small piece of paper – a business card, actually, with some writing on it.
I thought I knew what it was, so I cozied up to the seller and asked if I could help him go through the paperwork.
He obliged, and I was able to get a clear look at that business card, which had four numbers on it:
And the last number was double-underlined and circled.
It looked to me like our initial offer of $1,455,000 was behind by a thousand bucks, and when we both came back, with our “improved” offers, our magical “131” number, which represented January 31st, when my clients got married, was what made the difference.
I then asked the sellers, “Hey, do you mind if I get a photo of you guys signing the papers so I can send it my clients?” They obliged, and I got a photo – with that business card and the numbers written on the back in the photo, to show my clients just how close their margin of victory was.
I do this three or sometimes four nights per week, and I’ve become almost desensitized to it.
When I told my clients they got the house, I said, “Open a bottle of champagne, and celebrate!” One of my clients said, “I’m already drunk. I couldn’t handle the anxiety tonight! I have no idea how you do this all the time!”
Like I said, if you do it enough, it becomes habit. It’s part of the business, and you lose as often as you win – many agents lose five times as much as they win; it’s simple supply and demand.
But when that agent came out of the house, as you saw in the video, I honestly had no clue whether I won or not; how could you?
As I told my clients, “We have a 50/50 shot, and in this market, I’ll take those odds!”
Perhaps next time, I’ll be on the opposite side of that coin flip…