You have to keep a positive mindset to be successful in this business! It happens to everyone, especially in the beginning of their career, where they show a home and don’t have the opportunity to work with the client. Many agents will let that bring them down, so I just choose to focus on the benefit(even though I didn’t get the client), and this attitude of non-attachment has completely transformed my business!:)

Great post and even better follow up. I totally agree with you on the first tour without requiring a pre-approval(unless they already have one). It is a great way to build rapport with new clients and like you said “a sign of good faith”. 98% of the time they will go with me based on our first meeting. The ones that don’t – fine with me, at least I got to check out the inventory!

@ Robert Worthington – I think that would have a negative impact on business. You’ll always have buyers you meet with who aren’t ready yet or waste your time. Unless you have a very convincing unique value proposition over other agents there are more than enough agents who will go out with them for free.

What I would recommend doing (and have been doing with success this year) is to do the first tour without requiring a pre-approval. This is a good faith gesture to the buyer client.

After the first tour they need to get their pre-approval so we can continue looking. During the first tour you should really get a feel for whether they are a buyer you want to work with or not.

One thing worth noting is you should still pre-qualify (i.e. How much are you looking to put down? What kind of monthly payment are you shooting for when all is said and done? etc.) the buyers prior to going out the first time.

Great post! I remember the first time I bought my first duplex. I asked the agent multiple time’s how do I negotiate. I kept getting the “Bring your best foot forward Make sure you offer enough so you dont lose the house” I was naive and mis informed and fell into the trap. After I got my real estate license I felt mis represented and completely taken advantage of.

Through that lesson I vowed to always explain to people the two different ways we can work for them. How can you build a real relationship with someone when your not representing their best interest?

A tech savvy agent can find all the answer’s people are looking for in alot less time than the consumer.

Professionals are what you need representing you :)

I’m relatively easy going about mortgage companies so long as my client is using a reputable lender but I’ve heard many horror stories. Let me know how the black book works out Joe!