Real Estate Blog - I might just get NASTY. You better prepare your buyers!

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I might just get NASTY. You better prepare your buyers!

Like the title? Got your attention? Good! Of course I am sure most of you here are not the agent I am talking about. I know that the population of our ActiveRain network is more professional than most. So, what has me riled?

I have always thought myself as being a very ethical agent. I have always worked well with others and I do believe that this is a professional business, but lately I am just not so sure I am going to be taking the side of real estate agents. I think I am going to take the buyer's side - and that would be, or could be YOUR buyer.

"How the heck are you going to do that!?", you ask.

Let's see, first off if you don't have a buyer brokerage agreement with "your" buyers and they call me I am going to help them.
After a few qualifying questions I am going to "solicit" YOUR buyers! Yes, I am.

Do you want to know why? I will tell you.

I am tired of buyers floundering around not knowing what the buying process is.
I am tired of buyers not being counseled on the buying process.
I am tired of YOU not doing your job!

So please if you don't want me to grab your buyers and sell them the home of their dreams - DO YOUR JOB!

Ok, if you are an agent that meets with prospective buyers to present the buying process you have nothing to worry about.

But if you are an agent who gets a referral from your lender, a past client or your Mom and just speaks to the prospect on the phone a couple of times I would be careful.

If you don't take the time to educate these precious people on the process then you are damn straight your buyers might become mine. I can almost bet my commission check that you don't have any "legal" relationship because of your lack of motivation.

I market aggressively online and I have buyers call me all the time. Up until now I have let those buyers go that have an agent, in fact I usually explain the buying process to them and have them call their agent. I haven't tried to "steal" them lately, but after three calls in two days from buyers that were so confused and had no idea what they were to do or what their agent was to do for them -

I am going to do what I do and sell them a home!

About the Author...

Jo began her real estate career back in 1994 and soon found out that she loved selling real estate and that she was really good at it! Lots of people sell real estate, but not everyone is good at it. Jo brings to her clients the commitment to work hard and have fun along the way. As Jo continues to learn the technology of today to be on the cutting edge of multimedia she takes pride in her ability to keep her trademark "old-fashioned" customer service alive. If you are looking to sell or purchase a home in Kitsap County call her office today. You can also find out more about the area by visiting her blog www.WestSoundLive.com or her web sites www.HomeFrontRealtyOnline.com

DISCLOSURE OF MATERIAL CONNECTION: http://cmp.ly/0

Posted by Jo Soss :: 360-990-1433 Kitsap County Real Estate on 10/01/2009 11:58 PM

Comments (30)

buyers, bremerton buyers

30 Comments on I might just get NASTY. You better prepare your buyers!

OCT

OH my, sounds like you have had a run of clients of part - time or newbie buyers agents in a short time. I get that often too. Although it may be a stretch of ethics do what you feel you need to do. I have stated several times how I hate doing the work of 'the other side', buyer or seller agent. However, my job is to get the house sold and I'm not financially strapped or greedy enough to take both sides. I don't like dual agency either. So, I'll not get 'nasty' but will help the newbie or let the other side know they should not be in the business if they don't have time to do it correct.

I give information and an interview and unless they tell me they are working with someone and they have an agreement I will help them also.

John, Most of the agents that have not educated their buyers are totally full time agents that have been in the business for several years. Usually they are not calling me on any home since I work more with buyers than sellers. They are calling me because of the information they have found online and have questions in general.

Elite home Sales, I always give information and then thought - why are they not getting this from their agent - the reason seems to be because the agent just doesn't have the time or hasn't taken the time. I am now going to be helping them to the closing table!

Jo,

If you are used to doing this what finally tipped the scales for you? What broke the camel's back?

Jo, I'm glad you made mention of the agents full time vs. part time. Just because an agent is "part time" doesn't mean they don't do their job just as well as a "full time" agent. You can do your job half [bleep] regardless of your perceived status. Many so called "full time" agents do less work than a "part time" agent.

But I digress...As for your post...You are absolutely right. Everyone needs to inform their buyers of what's involved in the process. Just as you did, I had someone that found a post of mine regarding the HUD process...She's calling me asking me all of the questions that her agent should've been able to answer. She also wanted me to do leg work chasing down the listing agent and possibly having to sit on hold for an hour with the HUD office to get information her Realtor should be tracking down for her. I finally told her, I'm happy to answer her general questions, but these are all things her agent should be able to help her with and if her agent couldn't, then maybe she should consider hiring another Realtor... I've got enough on my own plate without having to do other agent's jobs too...

Apparently I'm in a wordy state of mind today. :)

Chanda panda

Amen, forwarned! Lol I have even had buters call me in the middle of a transaction wanting my help and I think "wow, that's some agent you have there huh?!"

I agree completely, most of the time it is a lazy or careless agent who is just not doing their job, great post!

Agreed! One of the first questions I ask is whether the caller is working with another agent. If the answer is yes, I'll give the answer to question they asked and then refer them back to their own agent for anything further.

I had a situation some months ago where a buyer called me because she was considering moving to the area. She'd gotten my name and number from a past client of mine. We talked for a while about different possibilities and then she told me.....oh by the way, I've been working with "So and So" Unfortunately we've lost contact and I don't know how to reach her. Would you look up her phone number and call me back? I DON'T THINK SO!

Don't worry you won't be taking my buyers unless you offer more than a 50% rebate from your commission!

Hi Jo, It does get tiring to provide our services and expertise to a buyer.seller when their agent just doesn't seem to get it !

I have had calls where after asking the buyer if they had an agent, they told me they did not want to bother their agent, they just wanted to see the house first to see if they liked it. Or their agent was on vacation and could not be reached.

Mary Lou Cherry Greenville,NC

Very topical. I got a sign call, so I showed her my listing, plus I pulled a couple others in the neighborhood and showed those as well. During the showing I learned that her home was listed for sale with another agent, who just didn't have the time to show her client new homes. So, when she called me back to show her more homes, I was delighted to be able to help her, HOWEVER, I needed to get the BA signed to protect my commission...I don't work for free! Well, when she understood the situation, she choose to work with her listing agent. I'm glad I explained it all to her, then I didn't waste my time and money. But, heck, why is she with that agent if they don't have time for her??? I don't understand some people!

In another situation earlier this year, practially the same situation occurred. This time the buyer wanted to go with me. When the listing agent found out, she blew a gasket! I don't know her, but I know all about her and how she's too busy to help her clients, and in the process lost business.

Thanks so much for this post. It has helped me to solidify my position on this issue.

Jo--If there is no contract, the buyers are fair game for solicitation. If their agent isn't working with and for them, go for it!

Don't you just love it when agents automatically assume that the "lazy" uncaring agent is a part-timer or a neewbie. Couldn't it be possible that part-time agents work harder because they have to make every minute count. All the part-timers that I know put everything they have into making their business a success so that they can transition to it full-time in the future. Give us a break!

My client e-mailed me the other day and told me an agent they met at an open house had a special deal for them with a house from his own office that is coming back on the market. He would help them be first in line.

I explained the ethics to my client, who may be as ethically challenged as the agent. I told her to get the address and let me know. I would look it up on the Internet, show it to them and help them prepare an offer.

I doubt I will ever hear from her again. She wants a nice cozy inside deal. But I do have a Buyer/Broker Agreement. I have it own diary to check the tax records and follow up.

A lot of this and other crap goes on. NAR, CAR and the local board could do a lot to help stop it. They won't.

Brenda, my soft approach was a new one in the last couple of years. After feeling like the "hostess with the most est" I have decided to be more aggressive like I use too.

Chanda, I really do think there are some part time agents that are better and probably put in more time than some full time agents.

Vanessa, That has happened to me too. It is amazing.

Jason, Thank you. Lazy - and in this market - what is up with that!

Susan, oh man ! that is just priceless!

Craig, I thought you were someone else.

Bill, now if their agent doesn't get it - I will - as in commission check!

Mary Lou, now that is scary!

Marianne, I had a very un-earned rep years ago because of my aggressiveness. I have had to pay other agents off because we worked for the same brand. No bBB and yet if you scream loud enough you get some money. Just because you say hi to a buyer or answer one question doesn't mean they are "yours".

Teri, Thank you!

Carolyn, it is very unfair to part time agents!

Gene, some buyers just don't care about others.

I had a situation where I previewed a home. The seller was there, and started asking me questions about buying a townhouse in San Marino, which I'm doing a transaction in right now. I offered to show him the available homes, then he told me that his listing agent took a lower commission on the promise that he'd use her for his buy-side. But then, she's not doing her job, apparently, and he's stuck. People don't realize when they commit to work with an agent, what service they can expect from a good one, and how to assure they'll get it.

Jo, I haven't been an agent as long as you have. However, if I have a signed Duties Owed from my buyers, I am under the impression that they are my clients. Before I would try to win over another agent's clients, I would and have called the broker. This usually produced results fast.

I am curious why you never called thier broker?

Instructing on the buying process? Instruction on how the real estate business is conducted? Might be two different things. Buyers (and sellers) need information on both.

The (totally unwelcome as far as I'm concerned) comment above

about rebating commissions does suggest one printable thought.

There is a whole spectrum of services an agent representing a buyer might provide. There are great differences in buyer expectations. Some want/need their hand held throughout their search. Some are active Internet users and/or would actually prefer to just drive-by solo until they have found it. There's a whole range in between. Our job is to know what a buyer wants/needs us to do. Then we need to do it.

And we need to understand that people's idea of what they need/want from us vary/change overtime. We have to regularly reconfirm any assessment we have made about them.

When we fail to do this, we have only ourselves to blame.

It might not be that a part time agent is lazy, it's that they usuall work a full time job and are totally unavailable to do anything for their clients.

I think the problem is that so many people that should of never got in this business over the past years when times were booming still need to get out plain and simple

Joetta, I hope he gets "unstuck" and calls you

Steve, If a buyer has a signed contract with their agent I agree. Steve, I am curious, what would I say to the broker? Hi, Broker X, your salesperson B hasn't done their job and their clients are calling me?

Jim, I think the key is your comment "then we need to do it" when an agent doesn't do it is when I am going to step in and do it for them :)

Amy, that is a whole other rant - lol! I worked with an agent this year that had to take on another job - I had no problem until they didn't do their job and just showed up for the check.

Greater Mortgage Solutions, I do agree. I have been licensed since 1994 - the ups and the downs I can do. I missed the boom having been out of state for 3 years and when I came back I was shocked to see who was selling real estate!

I for one can tell you must be doing your job and can only wish others will follow. I work 97% sellers at last count and refer buyers unless they sign a BBA and put up a $1000. of which if they buy goes to escrow if not it is mine.

interesting observations, but wouldn't this post be better suited if it were limited to the AR members, rather than to the public. Many people who read this wouldn't have any idea of what you are talking (or ranting about). As far as clients who contact you instead of their buyer's agent...contract or no contract, if you interfere with a known business relationship, you are in violation of the Code of Ethics. Just don't do it. For further advice, read Dale Carnegie's book "how to win friends and influence others".

Charles, Do you have many that are willing to put up the $1,000?

Weichert, No, I think we "hide" way too much of our process already and this is why we come across this type of situation.

I have the same set of rules in our team. If a potential buyer is not working with an agent or have a contract they are fair game. They need me and my expertise,....

OCT

Great post! I have been using Buyer Consultations and Buyer Agreements since late 90's when buyer agency stated being "accepted" in Massachusetts. (New Englanders sometimes take change slowly!)

I agree and see nothing unethical about offering service to an unrepresented buyer.

I just wish there was a way to get rid of lazy listing agents as well! Guess waiting for expirations is the best we can hope for!

Julie Duncan, RE/MAX Landmark

Lexington, MA

Well you gotta do what you gotta do. I'm glad you're not in my area. Working with buyers is an education process and I think you are referring to more than a few people that didn't complete that job. BUT, I'm gonna also say that sometimes the buyers do what they want no matter what the advice.

Lisa, yes they do - they need someone that has the knowledge - good luck!

Julie, you are funny! Dang lazy listing agents! Ok - had a couple of those this spring! If their sellers only knew that they did nothing!

Lyn, If with the questions I ask I realize that the buyer did receive the proper education about the process I wouldn't "snag" them. But when I ask questions and they really have no clue I can tell.

OCT

GO GET THEM. They don't deserve to keep them if they aren't doing their jobs. I try to help so much but it gets irritating after awhile.

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