Win Friends & Influence Agents

 

There is a powerful communication strategy to win friends and influence agents. It's called the 'sandwich method'. Simply, begin with a positive, make a request, and then end with a positive. The idea is to accentuate the positive before making any suggestions.

 

The other day I received a call from an agent who showed one of my listings. They said they planned to submit an offer. And, oh by the way, "Was I familiar with comps in that area?" I restrained from sharing any sarcasm like, "What are comps". Or, "Can I assume you have a lowball offer from an investor".

 

My reply was that, "I am aware of the comps, why do you ask?" The agent proceeded to argue that 'her comps' were indicating my listing was overpriced. Rather than belabor the point, I asked that the offer be faxed to my office and presented to the seller for them to consider.

 

As the listing agent, I felt thankful for the offer, but resentful for the confrontational method with which the contract was conveyed. In my opinion, the listing agent should be an ally, not an adversary. This was an excellent opportunity to use the sandwich method.

 

"I just showed your lovely listing on Lomita, and plan to submit an offer. Would you be offended if it was less than list price? I really look forward to working with you".   Now that's how to win friends and influence a listing agent.

 

The sandwich method is a great way to communicate with anyone. Kids like compliments. Spouse's need five positives deposits for every negative withdrawal to keep their 'love tank' full. And, listing agents want to feel the love they seldom receive from sellers in this 'age of turbulence'.   

 

One psychologist coined the term 'walls & windows'. Are you building walls, or opening windows with positive communication strategies like the sandwich technique?