Steve Hoffacker's Sales Quips: Keep your guard up

Steve, good point. One point does not meet all cases. Just like real estate is local. Be a truth bearer and defuse the myths as you encounter them.

Gary,

Thanks. It seems like a lot of people wnat to act like experts when it comes to real estate or the economy. :)

Steve

I can't count the number of times someone has asked me "how's business?" or "how are you doing?" with a very sympathetic tone.  Some seem disappointed when my response is not all doom and gloom.

Great pointer for avoiding all of those negative conversations that we dont need!

I dont have to worry......No parties for me this year.  I will just stay home and blog!  :-)

Debbie

Hi Steve

I agree with you there is no faking it until you make it.

Success and good luck

Lou Ludwig

In our industry we should always be ready for those negative quesions and present the best front and the good positive news to any and everyone that will listen.

Since we are both in the business it seems that this is the topic that comes up most often for us where ever we are.

We always give everyone a positive spin on what is happening in our market. We can currently share with them that we closed 4 homes this month so there are still people who are buying and selling in todays market, and these were not short sales.

Steve...

This is excellent. If you can figure out how to post it in Whacked!!! I'll feature it for you!

Karl,

That's the presumptive question. They are presuming that you are down and they want to rejoice in your misery. :)

Steve

Debbie,

Thanks. If you were going to be going to any parties, I know you'd be prepared. :)

Steve

Lou,

There's no point in acting like everything is rosy - if it isn't - but no Chicken Little required either. :)

Steve

Valerie,

You're right. As soon as someone hears what we do they want to brighten our day by telling us how bad our profession is. :)

Steve

Patty,

Of course we know that sales are being made and that listings are still happening. That doesn't change conventional wisdom. :)

Steve

Richard,

Thank you. Should be posted to your group by now. :)

Steve

Richard,

It seemed like such a simple request. I have reposted 4 times and my groups keep disaapearing. I tried your earlier suggestion of unchecking the outside blog - still didn't matter. Any ideas? :)

Steve

I love the "know-it-alls" who have an opinion without any data.  I tell the same story - which is based on real data.  Sales are slow in terms of volume.  But, our average and median sales prices are up.  It is a great time to buy with interest rates, favorable pricing, etc.  Buy Now remains my slogan.  Wait and you'll miss the boat.  This isn't NAR fluff - it is actually the reality in my market.  We have some fence sitters who are trying to time the market.  It doesn't work very well in the stock market and it doesn't work for inexperienced buyers in the real estate market either.

Ryan,

Sometimes it's not what you say but how you respond to what you hear that makes the difference. :)

Steve

At least twice a week I pull the stats so I can be prepared for all the genusis that know my business better than I do.

Denise,

Never hurts to dazzle them with statistics. It helps you to have confidence as well when you're talking with people. :)

Steve

Steve, I encountered this last Friday night.  It amazed me to hear from someone who "knows" some of the innaccuracies.  I happily educated him :-)

Great post Steve. Thanks.

Good advice.  Many people don't know much of anything when it comes to real estate.  Otherwise there wouldn't be so many foreclosures happening.  I try to talk about all the great deals including some of the recent sales we have had.

Kris,

Great. I'm glad you were able to do that. The important thing is for us not to be defensive. Remember, we know what's going on. :)

Steve

Rob,

Thank you. Real estate is so vast in what it covers that most everyone has an opinion - regardless of how good it is. :)

Steve

Steve, great blog, I love your statement about the argument based on a faulty premise.  Too true!  Thanks again.

Steve,

Part of our job is correcting the misconceptions that people have about the market. Lately, that seems to be consuming more time. Sigh!

Rich

Tony and Darcy,

Thank you. That "assumptive argument" is very dangerous in social circles because it channels the discussion into faulty parameters. :)

Steve

Richard I.,

Agreed. But if we don't do it, who will? They will just keep spreading their ignorance with others. :)

Steve

Steve: 

I love the fellow agents you see once a year, coming up with that doom and gloom face.  They are misery, looking for company.  When I smile and tell them about the year I've had, they move on to another party goer.  Or the folks that immediately come up with that gossipy tone that loves to hear tragic tales, "So how's business?"  They are always surprised by my answer and move along.

But if someone comes up and starts with, "How's the market?"  I don't answer with a statement.  I simply say, "That's an interesting question,...why do you ask?"  I want to know why they have a sudden interest in the market.  Are they looking to buy or sell?  If they are just making conversation, I keep it brief.

Chris Ann,

Fantastic. Love the way you handle that. That is precisely what we need to do. Thanks. :)

Steve

Great post.  I was just at a holiday party last weekend and the "how's business" question came up.  I always tell them the truth -- the Atlanta market hasn't been as impacted as others in the US and that I've actually had a pretty good year.  Of course, there are still challenges with financing, but people with decent credit scores are usually able to buy a home. 

When I sense that they want to start the "doom and gloom" talk, I usually try to change the topic -- but I love Chris Ann's response!

I try not to get into conversations with the self styled "experts" but I will hand them a card. Chris Ann hit the nail on the head with her response.

What we are FOR strenghthens us, what we are AGAINST weakens us. Great reminder

Kerry,

When you don't play along, there's really not much for them to say. :)

Steve

Cameron,

Many people ask the "How's business?" like we ask "How's it going?" It's just a pleasantry and they really don't care about the response - unless it's gloomy. :)

Steve

Janice,

Thanks. Stay strong and keep your local market moving along. :)

Steve

Awesome post, Steve.  You're are so right.  People here things in the media that covers the nation as a whole while in your own marketplace, people often don't know what's really happening.

Goodness gracious, aren't you right! This always happens at events, family gatherings, especially these days. We need to be ready with a response, like you said, that is not overly enthusiastic, but also not doom and gloom.

Honestly, my business is doing better than it was last year, in spite of this crazy market. I feel things are starting to move toward normalcy.

Thanks for getting me thinking about this so I can prepare for my Christmas eve and Christmas day mingling ;)

Kind Regards and Merry Christmas, Nicole Weidauer

The Egerer & Weidauer Team, Keller Williams Realty North Seattle

Steve, I really would like to go to a party and not be asked about the market but I don't remember that happening for me in years.  I guess all those years and dollars spent trying to make sure everybody thinks of me when they think about real estate must have worked.  Bummer!  But you gave me some food for thought and perhaps a little hint about how to handle those questions. 

Steve, I enjoyed reading your post.  I was in a conversation with some friends just several days ago and the same topic came up.  I'm so tired of hearing the constant negative talk about real estate and I'm exhausted having to keep defending my profession.  I have an idea!!  Can I just bring you with me at the next social gathering I attend?

Steve,

A valid point and a thoughtful way to turn this around is worth time for all of us to consider.

Kris,

People seem like they want to impress you or put you down at parties. :)

Steve

Nicole,

Sounds like you have a good response already. Good luck with your gatherings and Merry Christmas. :)

Steve

Sometimes misery loves company .... when you point out the good things about the market in your area -- which I always do when asked (along with a smile) -- people just seem surprised.

Marian,

Before it was probably a question like someone would ask a stockbroker - not really caring that much about the answer, and they would hear that the market was good and that would be that. Now, people want a "gotcha" moment when they can challenge you. Be ready. Merry Christmas. :)

Steve

Tracy,

Well, if I happen to be in the neighborhood. Why not try asking them about their business? Change the subject. But if they can't rattle you, you'll be fine no matter the topic or if anyone's mind is changed. :)

Steve

Christine,

No point in avoiding parties. Just present a positive face and be confident that you are a great professional. Imagine how the auto people (dealers, salespeople, and makers) must feel at parties - if they even go. :)

Steve

Maureen,

That's good. I hear that people like surprises! :)

Steve

Steve~I believe it's our job to communicate the "other side" of the truth to our clients. I just has this happen tonight and was happy to share that I think there is opportunity in every market and that you just have to know how to make it work for you. Personally, I'll close right at $5M this year, so I'm not complaining :-)

LaShawn,

You certainly can dispell any naysayers. Great job on 2008. :)

Steve

Granted, the first half of the year was kinder to me with sales, but overall the year has been great for me.  I'm just happy that the market has opened up opportunities for many of my first time home buyers!  This has been a blessing in disguise for them!

Thanks Steve, I call or write our paper everytime they print a negative comment in the paper to give them a positve spin on what their writing about. I try to get my agents to do it as well. Our paper is online as well and you can sign up to comment as well.

Steve... It is amazing how everyone knows everything about the real estate business.. I agree.. we must defend our profession at all times.

One of the most tiring aspects of this career is how many people who think their opinion is the only one. It gets really annoying.

Hi Steve,

I too have grown frustrated that when I tell people I am in real estate they act as if my dog just died. :)

Teresa,

Just keep that thought as you share it with everyone you can help. :)

Steve

Charles,

I wasn't thinking so much of taking on the media as I was confronting personal opinion on an individual basis as you encounter it. :)

Steve

Roland,

It is amazing how everyone is an expert, isn't it?

Steve

Lisa H.,

You're right. When it gets right down to it, it's just the buyer and seller's opinions that count. :)

Steve

Mark,

And maybe they're in banking or automotive? We're doing OK. :)

Steve

Steve, Thanks for your words of wisdom.  I don't go anywhere that someone doesn't ask me about my business.  It is always important to be prepared.

Kathy,

Having people ask about out business is to be expected - for one thing it's an exciting, dynamic business. :)

Steve

Good Points! It all starts with peoples attitudes.

Marty,

Attitudes and perceptions form peoples' realitties. Sometimes they are skewed a little. :)

Steve