Securing My First Sale Exclusive

Do you know what is one of the most common fears new property agents face?

“Will any seller (stranger) allow a rookie to sell their property? When can I secure an ‘exclusive to sell’ appointment?”

As a rookie, I had that doubt, too.

THE CALL THAT CHANGED EVERYTHING

One day in April 2010, I received a call from a prospective seller. My first such call since becoming a property agent in January 2010.

As a new property agent with zero network, I had eagerly awaited this moment since completing my training.

The seller wanted to meet and discuss the possibility of appointing me to market their investment condo for sale.

PREPARING TO IMPRESS

My real estate agency gave all the rookies a standard presentation folder with about 30 printouts inside. The trainer assured us we would secure the listing if we presented the folder page by page.

Just follow the flow.

In the days before the appointment, I kept looking through the folder, hoping my familiarity with the materials would help me make a great impression.

I turned up punctually at 2pm on the day of the appointment. Gary and Penny (not their real names) were already expecting me. While getting a drink for me in the kitchen, Penny fired the first question.

“Hey Jack, tell us a bit more about yourself.”

Ok, here we go. The job interview had started.

WAIT, WHAT?

The session with Gary and Penny took about an hour. I thought I answered their questions well and was feeling confident. However, like professional interviewers, they didn’t give away the slightest hint of what they thought about my answers.

And then Gary sprang a surprise as he concluded the session.

We are going to talk to two more property agents. Before deciding what to do.

Gary

“Oh, who are the two you are planning to talk to?”

When I heard who the two property agents were, my confidence was shot to pieces.

Agent A was probably the number one name that comes to mind when discussing prominent property agents in that district. Even a rookie like me knows about him.

And Agent B? She was the agent who sold the investment condo to Gary and Penny.

My chances didn’t look too good. Surely it was game over?

I had given my best. Now, all I could do was wait.

Two weeks later, late one night, I received the following message.

A LESSON IN SINCERITY

I had clinched my first exclusive to sell appointment!

When I met Penny to sign the appointment agreement, I asked what made them choose me over the two other agents.

Agent A (the prominent agent) had very impressive credentials.

Agent B didn’t turn up for the appointment.

You had nothing much to show for. But Gary and I could feel your sincerity. We also felt more comfortable with you.

Don’t disappoint us!

Penny

Oh yeah! My first sale exclusive secured!

With that, I designed my first-ever real estate flyer with the help of my ex-colleague.

No pictures of the unit?

Well, the tenant wasn’t very well organised…

SO… DID I DISAPPOINT GARY AND PENNY?

After securing the exclusive listing, I faced an unexpected challenge – limited access to the unit due to an uncooperative tenant.

Over a period of 3 months (exclusive period), the tenant only granted me access to view the unit twice. She wasn’t helpful at all. It was a very important lesson learnt – an uncooperative tenant can complicate the sales process.

The tenancy agreement’s expiry coincided with the exclusive agreement’s expiry. Thankfully, Gary and Penny agreed to give me more time because of the challenges posed by the tenant.

After two additional months of marketing, I finally got them the desired offer.

However, the market dynamics had shifted by then. The proceeds from the sale would no longer be sufficient for them to purchase their ideal replacement property as planned. A reminder that different properties appreciate (or lose value) at different paces.

They thought very hard about it and decided not to sell.

Although the sale didn’t materialise, I understood their change of heart and accepted their decision. To my pleasant surprise, Gary and Penny expressed their deep appreciation for my efforts and compensated me for my time. From that point on, they entrusted me with all their property matters.

This experience reminded me that success is not just about closing deals but also about fostering genuine connections with clients. Securing the exclusive also proves that sincerity and giving your best can make all the difference in the face of strong competition.

If you are a rookie facing challenging times in your career, I encourage you to stay resilient and focus on building authentic relationships with your clients. Remember that every obstacle is an opportunity to learn and grow.

Success may not always come in the form you expect, but the experiences and connections you gain along the way will be invaluable in shaping your future.