Pushy Brokers are Stupid Brokers
Aggressive, pushy brokers are stupid and lazy, and they will gladly sacrifice your best interests to put a quick and easy deal together.
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Now I hear you: I am selling my house. I need to sell it quickly. I need a go-getter. I need an aggressive, and maybe even a pushy, broker. I don’t have to like her, I just need it done.
Right? We hear this sort of thing all the time. And I understand it. I even sympathize with it. But I assure you, you are being hoodwinked.
Because what you see when you engage an aggressive and pushy broker, is how they operate on the Client Acquisition side of the business. And this tells you absolutely nothing about their competency Conveying Real Property.
Do not confuse aggressive with hard-working.
But for a moment let’s assume that aggressive means hard-working. Well it is one thing to be hard-working at Client Acquisition and it is an entirely different thing to be hard-working at Conveying Real Property. Unfortunately, aggressive and pushy work on the Client Acquisition side of the business, and brokers can and do work hard at that.
But aggressive and pushy absolutely do not work on the Conveying Real Property side of the business. And be assured the Client Acquisition brokers do not work hard on this side of the business at all. No, they are much too busy for all the detailed rigamarole. For them, it is just something that they must get through as quickly and as easily as possible. Does that sound like hard-working? Heck, does it even sound aggressive? It is neither.
And to the extent that these brokers give Conveying Real Property any attention at all, they employ the same tactics that work for them when acquiring clients. But in fact, conveying real property runs counter to everything these brokers and their coaches believe. With their pushy scripts and their total lack of respect for their clients and their rush to close. As I said in the previous chapter: It is testament to the intellectual limitations of this class of broker that they actually believe this is a good way to conduct business. They are not smart enough to understand the distinctions involved and the different necessary skill sets.
I would call it amateur, but I think labeling this behavior amateur gives them too much credit. And they are certainly not amateurs at what they think is important, Client Acquisition. They are very accomplished at that indeed.
No, I think their attitude and behavior is much worse than amateurish. It reflects a total lack of regard for their clients and transactional competence. So what is that? Stupid? Lazy? Unprincipled? Unthinking? Self-serving? Shortsighted? Something else? It’s all of this and more. You can decide for yourself. But whatever it is, it is done by brokers who do not truly understand the business, or do not respect their clients, or both.
Let’s return to our seller: I need to sell it quickly. I need a go-getter. Well if that is the case, you want someone who will work hard and smart and fast to convey your property and protect your interests. Someone not afraid to get their hands dirty. That is not someone primarily concerned with acquiring more and more clients.
Conveying Real Property is just a lot more work and takes an attitude of delayed gratification that you will not find in aggressive, pushy client acquisition types. If they bring their aggressive and pushy attitudes to this side of the business, they are going to do you more harm than good, and take longer to get the job done.
Or maybe not longer. Because they will absolutely be happy to sacrifice your best interests to put a quick and easy deal together.
Please, don’t fall for this charade. Want a gunslinger? Fine. Don’t hire an unserious pretender. If you want a real gunslinger, you don’t hire a rhinestone cowboy.