Real Estate Training

Why Buyer Letters Are A No-No

By Stephanie Goedl
June 11, 2021

(Transcript of our Podcast Ep. 41)

Hey, everybody, and welcome back. It’s Stephanie Goedl here. You know, it’s been a few months since we’ve recorded, we decided to take a short break to reevaluate our content and make sure that the education we are providing is relevant for what’s going on today. So, with that, let’s hop right in and jump into buyer letters.

Most of you are aware of Buyer Letters especially if you’ve been in the business for a long time. One way to really assist buyers in standing out when writing offers and when you’re up against multiple offers has always been to submit a Buyer Letter. However, now, that is kind of a No-No. I want to talk about that today and dive in just for a few minutes and talk about why that is. 

With everything that’s been going on in our country lately, there’s a lot of talk around discrimination, whether intentional or unintentional. When you dive into Buyer Letters, it’s something to really consider because your sellers sometimes are making a decision that’s based off of those letters, and not necessarily on the terms of the agreement.

The California Association of Realtors as well as our National Association of Realtors, have taken a stance against Buyer Letters and are really pushing that we should not be submitting those if there’s personal information or photos attached to those offers. To avoid that intentional or usually it’s unintentional bias or discrimination against those buyers.

Let’s just talk about an example really quick. Fun fact, actually, before we dive into that example, did you know that as of November 2020 there were 22 protected classes in the state of California. Back to my example. When you receive a letter, many times the buyers pour their heart and soul and tells their story as to why they want to purchase the home. Example: “This big backyard is perfect for my children to run around and play and get some fresh air.” Now, if you know that discrimination is not even in your mind, you can look at that and say, Wow, that’s wonderful, these three kids definitely need a place to run and play. I want to go with them. What’s the problem with that? If you are picking that offer, based on the fact that the letter really tugged at your heartstrings as a seller, you can be considered to violate the family status, which is a protected class. Especially when you’re looking at another offer from a single person who has no children.

You really want to avoid Buyer Letters because they have the potential to create a level of unintentional discrimination. If you’re a buyer’s agent you should avoid submitting those letters on behalf of your buyer. If you’re a listing agent, you want to have that conversation with your seller. And let them know that again, 98% of the time, I would say it’s very unintentional bias. But that being said, it’s still there, whether or not it’s being recognized. Let them know about the possible hiccups that can come with reviewing those offers and highly encourage them to look at the terms only, because this is a business transaction. As a professional REALTOR you need to encourage them to look at just the terms of the offer.

So how do you have that conversation with your seller? The California Association of Realtors has a great piece that you can actually share with your sellers that goes into this in a little bit more detail. And then get it in writing from them that they will not be accepting Buyer Letters. Also, put that into the MLS and have that conversation with the buyer’s agents on the other side and let them know the seller has decided not review any buyer letters. That keeps it very neutral and everybody in a really safe space. So, with that, I just wanted to pop on and give you a quick update on what has changed in our industry over the last few months. If you have any questions as always, do not hesitate to reach out. Can’t wait to see you on the next episode. Have a great day.

Listen to the Podcast here:

Ep.41 | Why Buyer Letters Are A No-No Discover Your Real Estate Career

Stephanie Goedl

About the author: Stephanie Goedl is Chief Operating Officer and Broker/Owner of CENTURY 21 Discovery. If you are interested in becoming part of the CENTURY 21 Discovery team or would like more information about our services or training we provide contact us at 714.626.2069 or Careers@C21Discovery.com.

Communicating With Confidence

By Joe Lins
August 12, 2020

Communicating is crucial in every industry, but in real estate it’s our life line. Every step of a transaction requires communication in some capacity. In this episode of our podcast we sat down with Bill Kurzeja of Professional Success South to learn his tips for communicating with confidence.

Listen to the podcast here:

 

Prefer video? Watch the video of the podcast here:

 

Joe Lins
About the author: Joe Lins is President, CEO and Co-owner of 
CENTURY 21 Discovery. If you are interested in becoming part of the CENTURY 21 Discovery team or would like more information about our services or training we provide, contact Joe at 714.626.2069.

Build A Database From Scratch

By Joe Lins
July 23, 2020

A database is a fundamental piece of a real estate agent’s toolkit. Creating a database and keeping it current requires diligence on the part of the agent. In this episode of our podcast we discuss how to create a database from scratch. Ticor Title Executive Collin Frangie provides valuable insight and tips on the process.

Listen to the podcast here:

 

Prefer video? Watch the video recording of the podcast here:

 

Joe Lins
About the author: Joe Lins is President, CEO and Co-owner of 
CENTURY 21 Discovery. If you are interested in becoming part of the CENTURY 21 Discovery team or would like more information about our services or training we provide, contact Joe at 714.626.2069.

Mindset

By Joe Lins
July 9, 2020

The proper mindset is crucial in any business but it’s extremely important in real estate. As sales people, real estate agents deal with rejection almost on a daily basis. Agents have to go out and “pound the pavement” each day to earn a paycheck. Having the right mindset can make or break a career. Right now, we’re in the middle of COVID-19 and a positive mindset will keep you on track, even on the most challenging days.

This episode of our podcast talks about having that positive mindset as you pivot to the new way of doing business.

 

Prefer video? Watch the video recording of the podcast here:

Joe Lins


About the author: Joe Lins is President, CEO and Co-owner of 
CENTURY 21 Discovery. If you are interested in becoming part of the CENTURY 21 Discovery team or would like more information about our services or training we provide, contact Joe at 714.626.2069.

How to Master Client Relationships in a Virtual World

By Joe Lins
June 25, 2020

Real Estate is all about relationships. Right now, in the middle of the COVID-19 pandemic, it can be a challenge to establish and nurture relationships when our face-to-face meetings are limited. In this episode of our podcast I talk with real estate agent Jacob McCann to learn his tips on how to master client relationships in a virtual world.

 

Prefer audio? Listen to the podcast here:

 

Joe Lins

About the author: Joe Lins is President, CEO and Co-owner of CENTURY 21 Discovery. If you are interested in becoming part of the CENTURY 21 Discovery team or would like more information about our services or training we provide contact Joe at 714.626.2069.

The Buyer Interview

By Joe Lins & Stephanie Goedl
January 29, 2019

The Buyer Interview is the initial meeting with your buyer to find out what their real estate goals and aspirations are. This is important because once you figure out what your client wants you can do a better job of finding that property for them. Our value as a Realtor is finding the house that is good for them. The only way you can do that is by asking questions and building buyer loyalty.

Listen to our podcast to learn what questions to ask when interviewing buyers.

Listen to the podcast here:

 

Watch the video of the podcast here:

If you would like a copy of our Buyer Interview Questionnaire we would be happy to share it with you! Just email us at Careers@C21Discovery.com. To get the latest podcast episodes subscribe on iTunes, Google Play or Podbean.

About the authors: Joe Lins is President, CEO and Owner of CENTURY 21 Discovery. Stephanie Goedl is Chief Operating Officer and Broker/Owner of CENTURY 21 Discovery. If you are interested in becoming part of the CENTURY 21 Discovery team or would like more information about our services or training we provide contact us at 714.626.2069 or Careers@C21Discovery.com.

Stephanie Goedl

How To Stay On Track During The Holidays

By Joe Lins and Stephanie Goedl
December 12, 2018

Staying on track during the holidays can be a challenge for real estate agents. Agents who take the month off, who stop working, stop prospecting, find themselves in a huge slump in January and February.

Here are some tips to stay on track during the holidays to ensure a successful start in the new year.

Role Play

December is a great time to practice your scripts and role play. Brush up on your skills that need work.

Prospect and Lead Generation

Now is the time to do some aggressive lead follow up. Follow up with clients you worked with this year. Follow up with the buyers you were working with who took themselves out of the game and didn’t buy anything. Give them a call and let them know that right now there is a nice inventory to choose from. Take them out to look at some homes.

Refresh Your Listing Presentation

Update your listing presentation with new information and a new look for the new year.

Goal Setting

If you haven’t done it already, you need to sit down and set your goals for the new year. Once you’ve established your goals, then define the steps that you need to take to achieve those goals.

Your clients and SOI are probably making goals too! This the time of year people have more down time and are having conversations with family members about finding their first home or their next home. Give them a call to see how you can help them achieve that goal in the new year.

Balance

You don’t need to work 12 hour days during the holidays to start the new year off right. Have some balance in your life to enjoy this time with family and friends. Just don’t completely abandon your business through the holidays or you’ll be caught behind the 8 Ball come January 1st.

Watch this video for the full video recording of this Podcast below or listen to it at:
https://www.podbean.com/media/share/pb-sbbpn-a091a1

About the authors: Joe Lins is President, CEO and Owner of CENTURY 21 Discovery. Stephanie Goedl is Chief Operating Officer of CENTURY 21 Discovery. If you are interested in becoming part of the CENTURY 21 Discovery team or would like more information about our services or training we provide contact us at 714.626.2069 or Careers@C21Discovery.com.

 

 

Do’s & Don’ts of Real Estate Photography

By Suzy Lins
July 17, 2018

One of my pet peeves are poor quality photos of real estate listings. It drives my crazy! I get it that not all properties are “photogenic” but there are some basic things you can do to make sure the photos of your listing look good. Do me AND your client a favor and check out my Do’s & Don’ts of Real Estate Photography.

 

About the author: Suzy Lins is the Communications Director for CENTURY 21 Discovery. For more information about CENTURY 21 Discovery you may call (714) 626-2000.

LinkedIn Pro Tips

By Guest Blogger
August 13, 2017
*This was originally published on the official blog of Century 21® on August 11, 2017

As the real estate industry continues to further embrace social media and technology in general, LinkedIn is quickly becoming one of the most valuable digital tools in an agent’s arsenal. LinkedIn is built for networking, and luckily for us, that’s one of the things we, as agents, do best. Here are a few “pro tips” that will help you become a LinkedIn expert in no time.

Choose the right photos.

When you are choosing a profile photo or an image to post with your content, make sure it is clear, professional, and consistent with your brand and your business.

Optimize your bio for real estate.

Once you upload your professional profile picture, it’s time to tackle your bio. Make sure this section lets prospects know who you (a real estate professional) are and what you will be sharing on LinkedIn. The bio is also a great place to let your personality shine through the screen.

Include your awards and accolades.

Don’t be afraid to exercise your bragging rights. In fact, LinkedIn has an entire profile section devoted to accomplishments. This section is where you share your awards, your brokerage’s awards, certifications, and courses.

Use media files efficiently.

When editing your profile, you can add media files as part of your page. These media files show up as actionable thumbnails which are great for displaying assets like your website. For the most clicks, put these files right below your summary section.

Publish content to generate leads.

One of the most important pieces of your LinkedIn profile is the content that you are sharing on it. Instead of going too heavy on listings, try to share articles that offer valuable real estate tips and advice from you or another reputable source.

Build your network.

Start by connecting with your network of realtors and brokers, then connect with their connections and so on. Your email contact list is also a great place to establish LinkedIn connections. If you would like to identify some more quality connections, use LinkedIn’s “Advanced Search” feature. It allows you to specify keywords and the location of where you would like to search for connections.

Implement these tips and techniques to establish connections and generate leads for your business through LinkedIn!

*Article reprinted with permission of Century 21 Real Estate LLC.

Who’s YOUR Super Squad?

By Joe Lins
June 16, 2017

Real estate agents wear a lot of different hats and manage multiple things throughout each real estate transaction. They’re kind of like a Super Hero. Successful real estate agents have a team of professionals behind them that they rely on to assist with the process. For a smooth transaction to occur a lot of behind-the-scenes activity takes place. Agents must interact with and coordinate everything from the escrow company, lender, and transaction coordinator to the termite company, painter and home inspectors to name just a few. And if a transaction runs into a snag, the agent should be able to turn to their broker or manager for guidance. Many clients are unaware of all the work that takes place on their behalf.

Our CENTURY 21 Discovery agents are fortunate to have an on-site team that they can depend on. They have full access to this team without going through a gate-keeper or being left on hold or waiting for someone to return an email. We call them our #SuperSquad.  Our agents know that at every step of the transaction we’ve got their back.  Every great real estate agent needs a #SuperSquad like this. Who’s yours?

Joe Lins

 

About the author: Joe Lins is President and Co-owner of CENTURY 21 Discovery. If you are interested in becoming part of the CENTURY 21 Discovery team or would like more information about our services or training we provide contact Joe at 714.626.2069.