I Think I Am The Procuring Cause

Well, You’re Not.

Here are some reasons I know you’re not the procuring cause…

• You walked across the street when you saw a buyer visit a vacant property and just hung out as they toured the home with me.  Even better, the buyer rolled his eyes and whispered, “why is she here?”

• When I asked the buyer if he was represented by another broker, he said no.

• When we talked on the phone and I asked you to call the buyer, you said no.

• When asked if you had a buyer’s brokerage agreement, you said no.

• The buyer made an offer without you.

• The buyer and seller signed an accepted offer without your name on it.

I know procuring cause is a vague concept and can be difficult to determine at times, but not this time.

You Can Be Next Time

Here are some tips to ensure you are the procuring cause on the next transaction.

Procuring cause can best be summarized as ‘an uninterrupted series of events which results in a successful transaction.’

• Contact the buyer directly or have them contact you directly (phone, email, fax, text message, shake hands – there are many ways to establish contact in today’s world, use one of them).

• Do the actual work necessary to research properties for the buyer.  Heck, I know this may be crazy, but you should even schedule appointments to look at houses ‘together’.

• Have your new relationship eulogized by putting it in writing.  Buyer’s brokerage agreements are great for this!

• Draft your buyer’s offers for them.  This is a great time to add value, insight or advice to your buyer.

I know this sounds a lot like work, but you just might enjoy the commission reward you’ll have earned.

Start spreading the news...

Keywords: Real Estate

Topics: Marketing