Does anyone else feel like the Real Estate profession has become very impersonal and “unprofessional” these days? Has the real estate transaction become more about Sales Representative ego instead of relationship building? Relationships between agents and clients and amongst the agents themselves are dwindling as a result of the increased use of technology in the millennial era. People see more of their agents on social media and communicate through cell phones and tablets, than the traditional face to face meetings.
I don’t know about you, but I want to bring the etiquette back! But, before you or I can attempt that, we should first understand what “etiquette” is. According to Wikipedia etiquette is: “the customary code of polite behavior in society or among members of a particular profession or group”
Very interesting. A code of polite behaviour among members of a particular profession. It got me thinking. Do we, real estate professionals, have a customary code of polite behavior in real estate in these current times.
Would you consider yourself polite in your daily dealings in business? Do you speak to the listing agent before preparing an offer? Do you present the offer in person? And if you do, do you thank the Sellers and Agents for welcoming you into their home and allowing you the opportunity to present your offer?. Do you compliment the Sellers on the nice features of the home? All of these questions buzz around my mind, and have me reflecting on my experiences in our industry. I would guess, that for the most part, some of you answered NO to these questions.
Let’s dive a little deeper. How many agents actually give feedback on properties shown? How many listing agents, call and ask for feedback? I recently listed a town house that received 30 showings in 6 days. Of the 30 agents, not one person answered the feedback email. Upon personally calling the agents, less than 20 percent answered or returned calls. I received 3 different Offers on the property and was not contacted by any of the agents to ask questions before submitting. Each offer was emailed without warning, no introduction of their clients took place and comparable sales were not discussed. I don’t know about you, but if I have to be “frank”, I find this unacceptable. We are neglecting our responsibilities as realtors. I get that we like to hide behind technology. After all, it is convenient. But, why are we continuing to hide when this is the exact complaint made against our industry. In case you hadn’t heard, there are many that believe we are overpaid for doing minimal work. And sometimes, I think our behaviours prove this true. Etiquette in Real Estate is disappearing.
So the question remains, how do we remedy this? There is the old proverb “Do unto Others as you would have Done Unto You” It is that simple. Start small and begin to do the little things that we all take for granted. We must differentiate ourselves from the thousands of agents we are in competition with. Justify your existence and worth. How? Here are a few easy tips that you can start implementing right away, to help bring etiquette back into our profession.
1) Give feedback after showing a property. Listing agents will be thankful. That simple courtesy could be remembered in a multiple offer situation. It could help get a price reduction That in turn could benefit your clients. GIVE FEEDBACK
2) Present offers in person whenever possible. It will resonate with the Sellers and shows you have serious Buyers. Dialogue in person will not get lost in translation. Emails and texts have their purpose but can lead to misinterpretations and misunderstandings.
3) During Offer presentations, be polite, introduce yourself, introduce your clients and highlight some specific nice features of the home. Do not attack the negative aspects of the home. Ask for permission to sit down. Thank the listing agent and seller’s for allowing you to show the home and present the offer. These basic courtesies can and will go a long way in negotiations and will help you build your reputation.
4) Leave your business card after showings. It is your branding. It tells the Sellers you showed the property. Towards the end of a listing it is a great prospecting tool. If you have left an impression, it could lead to future buyers or listings.
5) Keep Your Word. Do what you say you are going to do. Highlight your marketing plan in your listing presentation and then see it through. Be honorable!!!
Once again, these are just a few tips that seem simple enough but will go along way in bringing “Professional” and “Personable” back to Real Estate. So, what do you say? Ready to help me change the way we do business?
Contributor: Frank Bosco , Realtor
Interested in hearing more of my “Let me be Frank with you” thoughts? Leave a comment below.