By Michael Krisa

Michael Krisa shares an important rule for establishing that most important of agent-client relationship fundamentals –  trust. Do you feel as if clients see your job as a real estate agent as a true professional position? If not, watch this.



Michael Krisa has a unique style that demystifies video marketing and helps brokers and agents alike implement this powerful strategy into their marketing mix, using nothing more than their mobile devices. Michael received his real estate license in 1989 and is a licensed real estate broker, a syndicated columnist and a freelance internet marketing consultant. As a sought-after speaker and trainer, he is best known for helping to utilize video and video marketing in a way that actually works to make Realtors money! With over 400 interviews to his credit, Michael has become recognized as “That Interview Guy”. Send him an email.

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  • Brian Martindale

    This is an excellent presentation regarding the common sense approach to proactively prepare one’s prospects/customers to become one’s clients, and thereafter to again prepare one’s clients to plan for success, but in addition to help them to be ready to adapt to any negative happenstances that might occur along the transaction trail. By being psychologically prepared for an almost inevitable unforeseen negative event occurring, one will be better able to rationally deal with negative circumstances when they present from out of the blue. We can’t control external forces, but we can control our individual responses to unforeseen circumstances that go against our preconceived ideas regarding what should happen vs what might happen. The only problem with this advice is that few Realtors are confident enough (read professional enough) to take the chance of revealing all of the negative possibilities that might occur to their prospects/customers/clients. They are afraid that such information overload might drive their prospects/customers/clients away and into the arms of non professionals who will tell their former prospects/customers/clients whatever they want to hear in order to make them feel better and stick with ‘them’. Creating a professional Realtor population continues to be an uphill battle.

    • Carolyne in Canada

      Brian, this is one of the reasons as part of my listing presentation, I used the proactive prepatory stance of providing my would-be sellers with a blank offer, reviewed it with them, showing likely clauses that might be inserted by a would-be buyer in an APS contract. I sometimes blacked out the names and subject property address, and showed an actual accepted offer, showing signbacks, initials in circles, etc. explaining the “process” (careful to mind your manners, your fiduciary duty, and operate within the structure of the Privacy Act). I left a blank copy with the would-be sellers to review, in preparation for when they would engage in accepting or rejecting an APS contract, and told them to use a yellow magic marker I provided to highlight any part of the APS contract that might present specific queries for them.

      I explained the likelihood of any pitfalls, and noted that they might want to pre-review the sample contract with their own lawyer, ahead of schedule, ahead of accepting and signing such. It might have had many changes since they last were involved with such a contract. We go through this process regularly, but the client, whether a buyer or seller might only go through the process once every several years.

      There’s a boatload of fine print involved in the preprinted APS that typically would need explaining, even sometimes not easily understood by the professional agent at the table. (I often reject the use of the term identifier “registrant” as the REM readership does not totally revolve around the province of Ontario, and many readers are unfamiliar with that moniker.)

      I also pre-prepared my would-be buyers using the same process. Sometimes when I review these historical types of situations, I realize that door-knocking and telephone canvassing not only didn’t appeal to me, I really didn’t have time, and fortunately for some unknown reason, my phone kept ringing.

      But “my” process certainly, unquestionably worked for me. No way to know if it would work for others. But the fact of the matter is, the public “can” easily be scared off. It’s not just about reviewing paperwork with the public, but being prepared to answer any questions; and there’s always the ability to say: “I don’t know, but I’ll find out,” or “that’s a question for your lawyer,” if some really unusual question should pop up, unexpectedly. And it’s always a truism: An ounce of prevention is worth a pound of cure. Never ever rush. A quick trip to nowhere could be an expensive way to consummate an APS.

      Yes. It certainly does take extra time. For me, writing about various processes in my consumer education articles helped after 1998 when the Net became popular for the public to search out with whom they preferred to do business. At their leisure they could read to their heart’s content, and pre-prepare any questions they might have, further to address any particular topic.

      This as an aside: The url link brings up a centre spread newspaper promo that includes copies of consumer education material. When the newspaper presses were running at what sometimes seems break neck speed, the pressman was reading my material. The sales rep happened to be nearby and he asked her: “How does she know all this stuff?” Her reply, she shared with me: “Call her to find out when you are ready to buy or to sell. She’s been around forever.” http://www.carolyne.com/history.html

      Carolyne L 🍁