Several years ago, I received a call from a new prospect on the eve of a long holiday weekend. They needed to move by the end of the month and wanted to pay cash for a home that weekend.
Most agents would think they hit the jackpot with a quality lead.
I spent the day finding opportunities that would work and sending them off to my new client. They only found one new listing that they really liked and I set up a showing. It was everything the buyer wanted in a home. She just wanted to get the blessing from her parents.
They arrived the next day and loved the home too. I thought this was a slam dunk until I broke out the paperwork.
Then the shizzz hit the fan.
They were willing to sign the offer, but the parents refused to let their adult daughter sign the agreement to work with me. Their only reasoning was that they had never signed an agreement in the past.
Even though I explained why we needed to do this and they understood, they refused to sign out of principle.
So, I calmly said, “Thank you for your time, I need to get back to enjoying my holiday.” And headed towards the front door.
I’ve never seen someone change their stance so quickly. Now they were willing to sign but wanted to add some conditions to the agreement.
I refused to bow and said the only way I would sign the agreement if we made it conditional on this home only. If they didn’t buy this home, then we would go our separate ways.
I wasn’t doing this to be spiteful, I just wanted to cut ties with those who did not respect my time and expertise.
And it taught me a powerful lesson.
Many of the people who are “fast leads” are problematic clients. Some don’t respect you or your industry. Others will waste your time serving their needs. And a few will be the biggest headache you’ve ever had.
Not all leads are like this, but a large percentage of the “quick leads” will do this to you. And many people define “quality” by how fast they want to move.
I don’t want to work with people who will hire someone they don’t know at the last minute to make the biggest purchase of their life. I expect that they haven’t thought this all the way through.
I’d rather work with those that I’ve had the chance to get to know you. Those that have read what I write for several months. Those that have thought deeply about what they want and don’t want. Those who are looking for a trusted relationship.
Clients like this are better prepared for the obstacles that get in the way of their goals. They understand their choices, the consequences and are able to make better decisions.
This makes it a better experience for everyone. And in the end, that’s what we all want.
If you have questions on how to best do this in your business, feel free to hit reply.
Or better yet, pick up a copy of my book Kill Cold Calls.
In it, I describe my complete marketing system and how I find the highest quality prospects in the lead haystack.
Talk to you soon!