Four Criteria Every Buyer Should Meet
When you get a buyer lead, do you immediately schedule an appointment to take them out? If so, you need to stop doing that right now.
While it’s still somewhat unclear about how agents are supposed to handle the Buyer Brokerage Agreements, every buyer you work with should meet the four criteria outlined below before you ever put them in your car to look at property:
- If your clients are already pre-approved (not just pre-qualified), ask them to immediately speak to a mortgage professional to obtain a pre-approval letter asap.
- You have interviewed them about what they’re looking for in a property and are clear about the lifestyle and the features they want.
- In addition to getting your Buyer Broker Agreement signed (touring agreement or whatever document you are using), every single buyer should sign the Agency Disclosure. The reason this is critical is if there is a dispute about the commission, the agent who has a signed Agency agreement will be the one who gets the commission.
- They must also have the right “DNA”—the desire, need, and ability to purchase in the next 30-90 days.
If they don’t meet each of these criteria, there’s a good chance they’re not serious about buying. If they’re not ready to transact, don’t waste your time!
A Simple Way to Decrease Stress and Improve Performance
Do you have 20-30 minutes a day that you could squeeze out of your busy schedule that would decrease your stress and improve your performance? If so, do what tech giants Apple, Google, and Facebook do. If you go on campus at these companies, you will see “nap pods” in various locations inside the company. So why do these top companies allow their employees to nap on the job? 
Research has consistently shown that getting adequate amounts of sleep is one of the best ways to strengthen your brainpower. Sleep research shows that dream sleep, which is sometimes called REM sleep, allows memory to consolidate. REM also decreases stress and improves both physical and mental performance.
In contrast, when you’re tired, the brain shifts its functions from the fatigued areas to less effective secondary areas. You may feel like you’re functioning well, but it’s the “second team” that’s really playing.
So, when you’re tired in the afternoon, you’re better off taking a quick 20-30 minute nap rather than trying to power past the fatigue with caffeine or sugar. Try it out and see if it works for you!
Clients Hire You for Your Knowledge
Many agents are confused about the difference between “information” and “knowledge.” “Information” is something you can get from a Google search or ChatGpt. “Knowledge” is the application of information and experience to solve problems.
For example, when an out-of-area appraiser brings in a very low appraisal, ChatGPT can’t figure out the nuances of pricing and local neighborhood knowledge that is needed to figure out the best way to 
address this issue. Do you send the correct comps to the appraiser, get a second appraiser, or try to figure out a workaround with the buyer and the seller?
Or how about when the roof springs a major leak the day before closing. How do you negotiate your way through that mess?
Always keep in mind this timeless quote: “Information is free. Knowledge is priceless.”
The bottom line is that clients hire you for your knowledge, not for the information they can get online.
Are You Suffering from EAS—Election Anxiety Syndrome?
Note to readers: This is an article I wrote just before the 2016 election. What’s ironic is how the issues back then are virtually identical to what we’re experiencing today, although today it may be even worse. Here it is:
Election Anxiety Syndrome (EAS) has gripped the country, destroying friendships, causing major rifts in families, and severing business relationships. If you’re in the grip of EAS, you can overcome it.
The 2016 (and now the 2024) Presidential election campaign has been unlike anything we have seen in our lifetimes. It has all the elements of Survivor, Big Brother, and the plot twists worthy of any soap opera. The furor resembles what happens when sports archrivals meet to determine a national championship.
Real Psychological Risks 
A few days ago, my stylist described what he was seeing in his clients (true for both 2016 and 2024). Some were severely depressed at the thought of their candidate losing while others would angrily bolt out of his chair if he even dropped the slightest hint that their candidate might lose.
When someone becomes so immersed in the election that they become compelled to make it the primary focal point of their waking hours, they may be at risk for a serious psychological problem if their candidate loses.
For some, a loss will be akin to having their heart broken. Others may experience what is known as exogenous depression, where their candidate’s loss triggers a depressive episode that requires medical intervention. A third group may strike out in anger at those friends and family members who were “responsible” for their candidate’s loss.
Conquering EAS
If you find yourself becoming overly upset, feeling fearful or angry about the potential election results, or having trouble sleeping because you are so worried, these symptoms are triggered by the release of cortisol and adrenaline. Increased levels of these substances are highly correlated with increased levels of cancer and heart disease.
To combat the effects of EAS, the key is to take physical action. Here’s what to do:
1. Vote early
If your state allows early voting or if you can vote absentee, cast your ballot early. This gives your brain a sense of closure that you have done your part.
2. Pound the pavement
Arguing with friends and family over the candidates is often futile. Instead, contact your campaign’s local headquarters and volunteer to make phone calls to get out the vote or to drive people to the polls on Election Day.
3. Eliminate the source of your frustration
The media is the primary driver of EAS although it could be a family member, colleague, friend, or client. The election is just a few days off—take a hiatus from talk radio, newspaper sites, political sites, and from your social media timelines. If the source of your EAS is someone with whom you must interact with daily, see if you can agree to set up a politics free zone when you’re in the same space together.
4. Physically release your anger and frustration
Taking your anger out on others or bottling it up inside can result in both damaged relationships and serious health issues. Ways to combat this stress include yoga, martial arts, running, or other physical activities that burn off stress-related hormones.
A very different approach comes from my friend Marilyn Naylor who has taught fear and anger workshops for several decades. Here’s what she recommends doing:
- Go to your local thrift shop and to pick out at least 6-10 undamaged plates.
- Take a large trashcan, place rocks in the bottom, and then line it with a construction quality liner that won’t be damaged by broken glass.
- Write the name of the candidate at whom you are angry (or anyone else that has angered or hurt you) on the plate. You can also write down the feelings that you are experiencing as well. If you’re really angry, use all the plates.
- Wear safety goggles to protect your eyes from any flying glass shards.
- Throw your plates. If a plate doesn’t break, dig it out and throw it again. Sometimes it can take two or three tries.
- Naylor also suggests eating a plain baked or boiled potato (no skin) as a way to soak up any excessive acids or toxins that may have accumulated in your system.
5. Divert your attention elsewhere
When you feel EAS coming on, physically shift your body by standing up to get a glass of water or leaving the room. If at all possible, change activities as well, preferably to something requires your concentration, makes you laugh, or is so engaging that it will block out any other thoughts. Examples include watching an action movie, calling a friend who always makes you laugh, yanking up the weeds in your garden, or attending a concert, lecture, or some other live event.
6. Let ‘em have it
As much as you may want a particular outcome, the only choice you can really control is how you will react to the outcome. To lessen your EAS before the election, make a list of all the things you will do if your candidate loses. Be as outrageous and angry as you would like, but then choose the one or two actions that best support you to be happy and to have a better life.
7. Let the A.A. Pledge Be Your Guide
“God grant me the serenity to accept the things I cannot change, the courage to change the things I can, and the wisdom to know the difference.”
If EAS has taken control of your life, you can find the courage to change it. If you do need professional help to cope, however, please do seek it.
After the Hurricane(s)—What You Can Do to Help
As I am writing this, a second hurricane (Milton) is forming in the Gulf and taking aim at Florida. The widespread damage from Helene in Florida, Georgia, Tennessee, but most notably in Asheville, North Carolina, may far exceed what we saw with Katrina.
It will be weeks before we really have a clear picture of how bad the damage from Helene has been. In the places where it damaged or destroyed critical infrastructure including water processing plants, roads,
and bridges, living in these areas may be impossible for not just weeks or months, but even years.
What’s particularly of note is the damage to the quartz mines in Spruce Pines, North Carolina. According to CNN and other news sources, the damage may completely shut down the semi-conductor chip manufacturing business causing a worldwide chip shortage. This impacts almost everything from your appliances, computers, cars, or anything else that relies on semi-conductor chips.
Regardless of how bad it has been and will continue to be, the one positive thing I know about this great country of ours is that when we face an event like this, we band together to help each other, share food, and provide shelter for those whose homes were destroyed.
I also know that many realtors are already on the front lines on the cleanup, raising money for those who have lost everything, and working towards restoring their lives and their communities.
If any of the local charitable organizations in your area are taking clothing, shoes, and types of items for the hurricane victims, clean out your closet and share what you’re not using with those who need it so desperately. You can also contribute to the Red Cross and other known charities who provide disaster assistance.