“Here’s the thing. I’m only willing to give you the listing if you give my Aunt Lauren a referral fee”

Nechama Norman with Batsheva Berman

Cathy Hayes was introduced to me through a friend whose home I sold. Cathy told me that she and her husband Tim were relocating to Utah and she wanted me to sell their home.

From our brief conversation, it was clear that Tim was the one who made all the major decisions, so I asked to meet with both of them. She told me Tim worked very full time, but found a slot for me on Thursday night.

I then asked her if she’d like me to find her a buyer’s agent in Utah. While many real estate agents are only licensed in their specific country/state, we often refer to each other. I have family members who have moved to cities all across America, and I spend many hours interviewing agents, until I find someone who I feel is solid and competent, at which point I refer them. I offered to do that for Cathy, but she told me that she had an aunt, Lauren, who is a real estate agent in Utah, and she’d be finding them a home.

Thursday morning, Cathy called. “I know we’re supposed to meet tonight,” she said, “but here’s the thing. I’m only willing to give you the listing if you give my Aunt Lauren a referral fee.”

I was taken aback. I’m happy to give a referral fee if someone actually referred me, but in this case, her aunt had had nothing to do with any of our interactions. On the other hand, I wasn’t sure I wanted to lose the client over this. Pushing off a final decision, I told Cathy we’d discuss this when I sat with them.

I showed up at 9 p.m. sharp and was ushered into the den. Tim Hayes was a stocky man in a well-cut suit. It was quickly apparent that he was a savvy businessman. He asked me many astute questions, then said he’d be happy to work with me.

“Great!” I said. “Let’s sign a contract.”