How to Beat a Broker Bully

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This happens much too often, and it should NOT.  Have all of the information in order prior to putting that deal together.

Via Yvette Chisholm (Long & Foster Real Estate, Inc.):

 

 

bullyHow to Beat a Broker Bully.

An agent can’t get their deal moved through, we don’t have sufficient information from the buyer, so they ask their broker to call me.

Broker: 
  I don’t understand why YOU are holding up this deal.

ME:  There are issues, I’ve explained it to the agent, and until we can get more information from the buyer – yes, the deal is stalled.  The seller simply wants to make sure they are going to get to settlement.

(The broker, then proceeds to yell at me.  Very unprofessional.)

BROKER:
  I’VE BEEN IN THE BUSINESS FOR 25 YEARS AND HAVE DONE THOUSANDS OF THESE TRANSACTIONS – YOU MUST GET YOUR SELLER TO MOVE ON THIS.

ME:  As soon as the buyer provides proof of funds or their bank can verify – we can move forward with negotiations.  Otherwise, as I told your agent, the seller isn’t interested in negotiating, until they are sure the buyer can perform.

BROKER:  THE BUYER CAN PERFORM, YOU CAN TAKE MY WORD ON IT.

ME:  That’s nice.  I’ll take your word.  The sellers however, want proof.

BROKER:  YOU DON’T KNOW HOW TO DO BUSINESS.  THE BUYER CAN FINANCE ALL OF THEIR CLOSING COSTS – THEY DON’T HAVE TO SHOW YOU ANYTHING.

ME: You may have done thousands of these types of transactions, but my current research says that financing costs can’t be rolled into the loan.  And, no, they don’t have to provide us with the information requested.  But the seller chooses to negotiate only with people that they are confident that can settle.

BROKER:
  I AM GOING TO CALL YOUR BROKER – YOU JUST DON’T KNOW HOW TO DO THIS JOB.

ME:  Her name is Janice Raffel and her number is 301-548-9700 and I believe she is in the office right now.

(HANGS UP ON ME!)

I call my sellers and discuss this with them.  Check again with my lender sources to make sure my information is correct.   The buyer’s lender is instructed not to discuss anything with me, but I call them and ask the general question.  Yes, they say financing cost can’t be rolled into this type of loan – I am right.


Agent:   My buyer wants to know why you won’t sell them this house.

ME:  They can buy the house anytime they want, they just have to provide or have their lender provide the information that the seller requested.

Agent:  Didn’t my broker “talk” to you.

ME: Yes, he did.  But, the seller still needs the information.

Information shows up, deal is negotiated, settlement occurs.
  

Lessons:

  • Don’t let someone bully you.  
  • When someone is screaming at you act calmly.
  • Check your facts and re-check them.
  • Don’t be swayed by “experience” and “authority”
  • Always Represent Your Client’s Best Interest

 

Yvette Chisholm, Associate Broker, MD, DC, VA
Alan Bruzee, Associate Broker, MD, DC, VA

Long & Foster Real Estate, Inc.
Rockville/King Farm Office 301-548-9700
402 King Farm Blvd #150 Rockville, MD  20850

Telephone: 301-758-9500

www.BruzeeChisholm.com

About susanmorrison

After living in Walpole, MA for many years, our family was transferred to the west coast when I was a senior in high school. In 1983, I graduated from Mission San Jose High School in Fremont, California. I am also a 1987 graduate of Providence College with a major in liberal arts and a minor in business administration. I bring to the table many years of sales experience beginning with thirteen years in Corporate Sales at Delta Air Lines. I'm the mother of three children and I'm very active within the Franklin, MA community. I am also a cancer survivor and support the American Cancer Society Charities.

My husband and I have built five homes and I've lived in a variety of other locations including Toronto Canada, Irving Texas and my current home in Franklin, MA. As a result of all my moving around, I came to the conclusion that I was an expert at moving...why not become an expert on the other side of the table? I earned my real estate license in 2004 and believe that I have found my true niche'. I can empathize with my clients on a variety of levels; whether they are buying or selling. And, like so many other good realtors out there, I believe that possessing good communication skills is one of the many keys to success.

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