The Art of Representation
Dicky Fox got it right when he said "the secret to this job is personal relationships."
I've spent more than 40 years trying to understand and perfect the agent/client relationship; first as a Talent Agent, next as an Ad Man and now as a Realtor. It’s a complex relationship; a heady mix of collaboration, compassion, and financial co-dependency. Learning how to navigate the most effective way to offer your clients objective input and expertise without imprinting your subjectivity on their desires and best interests is a lifetime’s work.
I'd like to share a couple of examples (from both sides of the transaction) and then offer you a gift that I believe can transform your home finance situation.
Bonus: If you'd like to read the full Mission Statement from Jerry Maguire, you'll find it at the end of this article.
Setting Records: The Art of Representing the Seller
After 19 years, my clients decided they were ready to sell their home and start on a new adventure! But before we could list it, we needed to make it market ready. Together, we identified the things that might move the needle without being cost-prohibitive (kitchen, flooring, painting, landscaping, & decluttering).
Next, we conducted a pre-inspection to know what the Buyer would likely uncover during their inspection period. We also had the home appraised to better understand how a lender would value it. With that information in hand, we settled on an offering price that was aggressive but one that was clearly attainable if we were at the top of our game.
And top of our game meant premium marketing assets; afternoon/twilight shoot, videos, website, social strategy. It meant hosted open houses; both public and broker-only, at multiple times so we could showcase the house in its best light (literally – the best light was always between 12:30 and 2 and then again from 4:15 to 5). It meant, qualifying offers, mitigating risk and shepherding a meandering escrow until the last document was countersigned.
Did it work? You be the judge.
I am so excited for my clients as they begin this new chapter in their life journey and grateful that they trusted me and the process to bring them the results they so deserved.
Party Crashers: The Art of Representing the Buyers
Act One: The Slow Burn
At the very first Open House I ever hosted, I met a lovely couple from Huntsville, Alabama, who were exploring a long-held dream of retiring in Hermosa Beach. Over the next couple of years, I slowly developed an idea of what sort of home was going to captivate them but, each time they’d come to town, nothing would resonate. “OMG. This is a colossal waste of time.”
Act Two: The Switch
Last fall, I suggested we shift our search to Long Beach, which offered lifestyle and value they couldn’t find in the SouthBay. And, just like that… when she walked into this modern 3 story home on a Tuesday she was captivated. But, of course, nothing is that easy.
On the market for only 2 days, the List Agent had multiple offers and was cross qualifying 2 of them. Meanwhile, the other half of my couple hadn’t even seen the home and wouldn’t be in town for 3 days. The situation called for dramatic action.
Act Three: Crashing the Party
“Would your clients accept a tight offer, sight unseen,” I asked the agent. “Show me something” he replied.
I worked up the comps and then dialed my clients.
“Here’s the range and these are the terms I think will win but we have to write within the hour or we’ll miss our opportunity.”
I held my breath for what seemed an eternity. And then 3 years of back and forth were rewarded when they said, “Let’s go for it.”
We did and now, we are in Escrow!
Homeowner or Smart Homeowner?
Which sort of homeowner are you?
Hopefully, one that wants a secure way to track the equity in their home. Who wants a simple way to know exactly when to buy, sell or refi. Who wants to be empowered to build generational wealth through homeownership.
And while that might sound like a sales pitch. I assure you it's not. Rather, it's a manifestation of my “why,” rooted in something I lacked when I was younger; a belief that not only was owning a home possible, but that I could also become successful at it.
If that too is your desire, please sign up below. It’s free, a gift from me to you (I pay the monthly fee on it) and there are no strings attached (sure, go ahead use another Realtor, the guilt will kill you). I'd be shocked if you didn't get a tremendous amount of value out of the monthly financial dashboard.
And, if you’re not yet a homeowner, but it’s on your radar, you can sign up too. It’s a great first step to begin your homeownership journey.
As promised, Jerry Maguire's full mission statement as originally written by Cameron Crowe.
A native Angeleno, I grew up in a "show-biz family" and began my career as a third-generation theatrical agent impacting the careers of actors and writers including the likes of Crispin Glover, Paul Haggis, Ray Liotta and Demi Moore. After beginning a family, I traded Sunset Blvd for Madison Avenue and spent the next 20 years in advertising, creating and implementing marketing strategies that drove new business growth, resulting in the successful onboarding of clients such as Coca-Cola, Comcast, Electronic Arts, Nike, Pinkberry, Princess Cruises and the US Army among many others.
I now apply those same principles of agency; integrity, accountability and perseverance to my clients as we work together to define and fulfill their real estate investment strategies.
You can learn more here: https://www.compass.com/agents/paul-small/
[email protected] | 310.717.8536 | DRE: 02074499