know that they've mentioned it many times to me about the book and ‘I love the book’ and they've never met an agent that had something like that for them to review. And that's one of the reasons why they chose me. And they already had an agent that I've been working with them for like 10 years. “It was really cool because I didn't think I had a chance to get the business, and now, here I am.” “Feel free to sell it on your own.” Jarnell says landing this big deal has given him the confidence to flex his expertise on other deals. “And it really has changed the dynamic for me when I go out to any other type of appointment,” Jarnell says. “You know, I have positioned myself now when I get to a listing appointment that I'm the authority, and a lot of clients, I have been there where I have signed up listings that I shouldn't have signed up, or they fight me on things that they don't want to do and stuff. And now I can just tell people, ‘Hey, if you don't want me to do what you should, call another agent because I have more — I have a lot of people that want me to list houses now.” Having a book has also given Jarnell solid footing to be able to stand up to difficult clients and earn their respect. “I listed a house the other day — it was a husband and wife. … He works for the Boeing corporation, and he's an executive and he's used to being the boss and stuff.
One day while he was knocking on doors, Jarnell happened to knock on the door of a local council member whose home he was looking to sell. “And I didn't know the guy was on the city council. I was just hunting for a listing, and I gave him the book and everything like that. I got his listing and sold his property in one day. And two weeks later, I was in a city council meeting.” Jarnell was nervous during the meeting, but it turns out, his book had already pre-sold the municipality on working with him. “I have a mayor sitting here and all these council members and a city attorney, and I was like, ‘OK, I'm not going to talk a lot in this meeting. I want to see what these people have to say.’ And mostly they were sold on me. They were trying to get me. They were selling themselves to me the whole time. And I was like, ‘Wow, this is the exact type of dynamic that I need.’ “One of the council members when they met with me, she was sitting there in the council room with my book and was like, ‘Oh wow. OK." and that's why they hired me. So I am handling pretty much all of their real estate needs and helping them with vacant property type situations. “They have me at all these million dollar deals and stuff right now. And I've never done million dollar real estate at all. The most I've ever done was the $650,000 house. And now I'm working with this municipality and everything's over a million bucks. “They just sent me a whole page of listings, and it's because of the book. So I give the book credit for this particular deal because I
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