Last week we spoke about creating opportunities for business. But there is a whole other side to having lost a deal being good news: There are just some clients that you should not work with.
We are hardwired as commission sales people to never want to give up on a possible commission. Now that typically serves us well.
You are hungry. You push yourself. You compete. You are emotional. These are all good traits.
But some people are simply impossible to work with. They can never be happy. They will literally irritate you so they can feel better. Perhaps they have an inferiority complex and it makes them feel better to abuse you. Who knows, who cares!
I worked with agents with this modus operandi for many years. They didn’t give me a lot of business but they were more demanding than 10 top producing agents. But it’s not only Realtors and builders but also borrowers you may want to stay away from.
It always seems the most difficult files also have the most difficult borrowers attached to them. You work your butt off and make the impossible happen only to have them scream that their closing is delayed by 30 minutes and what an inconvenience you have put them through!
Stay away from poisonous borrowers and referral sources.
Yes, I know how painful it is to walk away from a deal, especially now. But you need to. Why? Because these people will cost you deals. You will be so involved with them that you will be in a perpetual bad mood. You will be spending time on them that you need to be spending on marketing for new deals. You might be so tied up that you totally ignore your other stable sources of business.
So go ahead and "Just say no!"
Brian Sacks and Sue Haviland are the co-founders of Reverse Mortgage Success. They have been in the industry for over 25 years and have closed over 5,000 transactions. Sue and Brian originate reverse mortgages each and every day and share their real world experiences with you at
