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Is Your Realtor a Clown in Disguise?

By Bill Gassett

Real Estate Agent with RE/MAX Executive Realty 91362

January 25, 2010 11:00 PM

Massachusetts Realtor

Working as a Massachusetts Realtor for the past twenty four years, I have seen just about everything. For Gods sake when I started in the business we carried around a huge MLS book with all the listings that was almost as heavy as an encyclopedia. There was no Internet back then.

In fact in the mid 1980's we did not even have the modern convenience of a fax machine for a while. Back then when you needed something signed you had to hand deliver it! In many respects things are a lot easier today.

While there have been quite a few changes over the years in the Real Estate business, the one thing that continues to amaze me is how consumers go about picking a Realtor to represent them in the sale of their home.

I am going to bet that most top producing Realtors that are interviewed probably get the listing somewhere between 85-90% of the time. What about the other 10-15%? How many times have you done a presentation for someone selling their home and you did not get the listing?

While monitoring the daily updates for new properties hitting the market you notice the home which you interviewed for has just been added to MLS. You check to see who has listed the property and your immediate reaction is ....WTF??? Sorry to be so braizen but it's true!

If you are a Realtor reading this article you can probably empathize with me.

You look at the Realtors name and you either have never heard of the person before or you know they don't do a lick of business.

Just to torture yourself a little further you check out the listing and see the following:

There are only a couple of pictures of the house posted in MLS.

The quality of the photo's absolutely SUCKS. It is obvious to you
the agent picked up a disposable Kodak camera on the way to take pictures.

You read the description of the property and there is barely anything of value. It clearly looks like the agent didn't care and just
wrote anything to fill the space. Of course there is also either bad
grammar, spelling mistakes, or the use of abbreviations that buyers have no clue what they stand for.

Angry Massachusetts Realtor At this point you may have steam coming out your ears but you decide to go to Google the agents name. Clearly you are expecting to see at least a website the agent owns that markets their listings to potential buyers. NOPE...you see nothing...ZIPPO.

You don't even bother but you know if you head over to some of the most visited Real Estate sites on the internet like Realtor.com, Zillow.com or Trulia.com, the agent will not have done anything to "enhance" the listing by adding extra photos and having detailed descriptions showing off all the best features of your home.

This is what happens in the 1st week of your relationship with the Realtor you just chose because they either did one of the following:

1.) Lied to you about the value of your home and you believed them.

2.) They charged you 1/2 percent less on the commission everyone else was quoting you. You think you saved money but you just cost yourself BIG TIME because you always get what you pay for in life.

You see a REAL good Realtor doesn't need to do these things to win business. A true professional goes the extra mile in everything they do. They have a passion for their work and it shows.

So if you are going to be selling your home and meeting with a Real Estate agent you better ask good Realtor interview questions. Don't get stuck with the Realtor clown above! Do your home work. I can almost guarantee you things are going to get worse from here.

I think most would agree having a burger from a steakhouse is better than McDonald's. It works the same way picking a Realtor as well. ____________________________________________________________________________________________________

About the Author: The above Real Estate information on is your Realtor a clown in disguise was provided by Bill RE/MAX Executive Realty Metrowest Massachusetts Gassett, a Nationally recognized leader in his field. Bill can be reached via email at billgassett@remaxexec.com or by phone at 508-435-5356.

Have a home to sell in Metrowest Mass? I have a passion for Real Estate and love to share my marketing expertise!

For Metrowest Massachusetts Real Estate and homes see Massachusetts Real Estate. Want to have MLS access to beat other buyers to your dream home? Sign up with no obligation at my MLS Property Finder Site.

I service the following towns in and around Metrowest Massachusetts: Hopkinton, Milford, Upton, Southboro, Westboro, Ashland, Holliston, Mendon, Hopedale, Medway, Grafton, Northbridge, Uxbridge, Franklin, Douglas, and Framingham MA.

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Bill Gassett

RE/MAX Executive Realty - Hopkinton, MA

Metrowest Massachusetts Real Estate

Choice - I think if you read the article more closely you will see I mentioned a lot more than commission. In fact most of what I talked about centered around marketing.

While I am sure your firm is excellent, as a general rule most discount shops do not compare to the full service Real Estate companies in terms of delivering RESULTS.

Jan 29, 2010 07:35 AM

Beverly Femia

BlueCoast Realty Corporation - Hampstead, NC

Broker Realtor Stager - Greater Wilmington, NC Are

I see these sins of omission more often in older agents than newer ones. I can't grasp how the seller could accept such shoddy work unless they truly don't understand the value of the right agent.

Jan 29, 2010 04:47 PM

Gary L. Waters Broker Associate, Bucci Realty

Bucci Realty, Inc. - Melbourne, FL

Eighteen Years Experience in Brevard County

I have lost listings to clowns because of the fee...It would be so much easier if the agents who are clowns had to dress the part although some do!

Jan 29, 2010 11:32 PM

Anonymous

George Walsh

Catchy title to your article. has recieved a lot of attention. good for you. easy to categorise the other agent as "clown" but the clown did get the listing and you did not. since you may be getting 80-90% of the listings you have appointment you may not care to do a self-exam as to why the you failed to get it and be giving the seller the top service you provide and the seller deserves. did you call the seller and ask why they did not hire you? did the clown get it sold? there are many reasons sellers are rejecting 'traditional' methods. per NAR surveys and others most feel agents are not worth their fee. is that the fault of the "clowns" or all the rest of us?

Jan 30, 2010 11:35 PM

#271

Bill Gassett

RE/MAX Executive Realty - Hopkinton, MA

Metrowest Massachusetts Real Estate

George this article is about education sellers about making better choices. It is a fact that most sellers do not know what is going on with their property after they sign the listing papers. Those that do and see what I described in the article would surely be on the phone to their agent and rightfully so.

As a group we are all payed very well. A seller should be getting their moneys worth and in many instances they do not.

Jan 31, 2010 05:44 AM

Anonymous

Bill Kuhlman

Great post, Bill!

I saw Allan Dalton, of Realtor.com, a few years ago, and something he said made total sense to me and it drives every choice I make when representing a buyer or seller: If there is a product or a practice that I would want used when I buy or sell my own home, then I absolutely owe it to my client to use it when I represent them. Clients get better results when we use all the best available tools.

If those tools cost us a little more, we should suck it up as a cost of doing business right. If the tools cost us a lot more, then we should expect to be compensated accordingly. If the potential client doesn't see the value in paying a little more to us in order to have a faster sale and/or receive a higher price, that's their loss.

If clients can't easily see our added value and the likelihood of a better outcome for them, it's up to us to validate our compensation. If they still don't see the value, it's their loss.

I enjoy your posts and hope we can do a deal together soon. Sounds like you really know what you're doing, and it's a relatively rare treat to work a deal with a pro on the other end.

Have a great 2010!

Jan 31, 2010 09:02 AM

#273

Bill Gassett

RE/MAX Executive Realty - Hopkinton, MA

Metrowest Massachusetts Real Estate

Thanks for your comments Bill. You obviously get it and I am sure your clients are very happy with the services you provide them. There are many today who do just the opposite and cut back on their marketing because of the tougher environment. I say now more than ever is when a good agent can make a big difference with their clients.

Jan 31, 2010 09:22 AM

Anonymous

Bill Kuhlman, Kuhlman Residential, Serving Eastern Massachusetts

By the way, I want to clarify one of the things I wrote. I should have said, "If those tools cost us a lot more and we have a proven record of getting great results for our clients, then we should expect to be compensated accordingly."

We don't all do the same things, we don't all do things the same way, and we don't all get the same results. Some of us do an average job, some do an above-average job, and some do a below-average job. Why should anyone---clients or competitors---expect we should all be compensated at the same level?

As an example of what I'm talking about, check out this video I used to help sell my latest listing in six weeks, at www.374Lexington.com. Or look at the online version of the listing packet at www.issuu.com/billkuhlman/docs/374_lexington_e-book

If we're the Realtor equivalent of my childhood hero, Willie Mays, while others might be the equivalent of Andy Stankiewiecz or Bob Uecker---good ballplayers, but not among the best in the game---we should expect different levels of compensation.

And I don't mean to impugn, in any way, the brokers and agents who ask for lower fees. No doubt many of them do a better job than many agents who charge a premium. But if they do superior work for their clients, perhaps they are selling their services short. If they can demonstrate to the client the added value they bring to the transaction, they'll have no problem getting compensated at a commensurate level.

Jan 31, 2010 12:07 PM

#275

Wayne B. Pruner

Oregon First - Tigard, OR

Tigard Oregon Homes for Sale, Realtor, GRI

True post Bill. People think they can save a dollar, but taking poor advice costs you much more.

Feb 01, 2010 02:24 PM

Matt Robinson

Professional Investors Guild - Pensacola, FL

www.professionalinvestorsguild.com

I've only been in real estate for 8 years, which doesn't seem like much compared to you, but it seems like forever to me. All I can say is, I'm sooooooo glad I wasn't around when you guys had to carry those MLS books. I would have quite the 1st week!

Feb 02, 2010 01:48 PM

Debe Maxwell, CRS

Savvy + Company (704) 491-3310 - Charlotte, NC

The RIGHT CHARLOTTE REALTOR!

Hi Bill! Back again to see what's happened since I was last here! While reading the comments an incident came to mind that I'd like to share:

I recently had a cross-sale with a fee-based agent--it was a nightmare! Calls and emails were returned DAYS later--if returned at all. I had to constantly stay after them to keep to the contractual deadlines and basically, I worked twice as hard for this as a normal sale.

Just before Closing, the agent phoned me LATE one night to 'wrap things up so that we can get our checks!' During the converstaion the agent said that the sellers were purchasing another home here in Charlotte and I asked where: "I don't know, they're using another agent on the buy side and I just don't understand WHY!"

Two questions come to mind:

1. Do you think he was USED?

2. Do you think he was respected as a REALTOR?

In my opinion, YES and NO-the agent WAS used for the low cost of listing their home but, they didn't feel that their agent was worthy of representing them as a buyer's agent--even though he said that he had offered many times.

I think that this IS what makes agents look bad, as a whole. I'm not saying that every fee-based agent is like this but, every one that I've ever had a cross-sale with is.

OH, and one more question--Why would anyone WANT this type of business model? Aren't we seeking referrals from our clients and repeat business from them? My sellers who are buying in the area use me for both sides; why wouldn't you WANT that type of repeat business?

If the consumer views you as the used car salesman rather than the owner of the dealership, you're going to be treated as such.

Just MHO!

Feb 03, 2010 01:33 PM

Matthew Bartlett

Corcoran Global Living - Hill Top Team DRE Lic. #01353034 - Glendora, CA

Hi Bill,

Point well made. I find many buyers make the mistake of choosing their agent simply because they are quoted a low commission. And in many instances the agent has not even seen the home. The seller received a door hanger, flyer, or even better they only spoke with the agent over the phone. However, I have no problem walking away from a prospective listing in these situations. And I have found many instances where the other agents listing eventually expires and I find myself speaking with that prospective seller again. By this time sadly they realize they got what the paid for and only ended up wasting their time and even worse their money!

Feb 08, 2010 03:18 PM

Bill Gassett

RE/MAX Executive Realty - Hopkinton, MA

Metrowest Massachusetts Real Estate

Debe - We have a few transaction brokers here that just list your home in MLS and nothing else. It is amazing how often the homes they list do not sell and the seller then hires a full service Realtor. It is painfully obvious in many of these situations the seller has set the price. The transaction agent does not care because they get paid regardless if the home sells or not.

Matthew - There have been countless times over my career where I have been called back to get the job done after the seller realizes they were snowed. Getting a listing the 2nd or 3rd time around is great because you know the seller will be all ears to sound advice.

Feb 08, 2010 10:42 PM

Dana Devine

Charles Rutenberg Realty - Apollo Beach, FL

In my opinion these agents tell the seller what they want to hear...not the truth

Feb 09, 2010 08:49 AM

Samantha Nichols

ERA Belsito and Associates - Plymouth, MA

Massachusetts Real Estate Specialist

Amazingly well said as always Bill!

Feb 11, 2010 10:45 PM

Linda Lohman

Fonville Morisey Realty - Cary, NC

Former Teacher/Broker

Great post. I wish more sellers would "Google" thier agent. It can be eye opening.

Feb 15, 2010 05:10 AM

Glen Hagen

Realty Connect Real Estate - Bay Shore, NY

Better Marketing, Better Results

I've also given this lots of thought. I even find that when the listing expires unsold, many sellers are too embarrased to hire you and make the same mistake. Thankfully I have enough business to not call these folks back when their home expires with agent #2.

I think back to Eli Wallach's response to Yul Brenner in, "The Magnificent Seven" while referring to the peasants. He said,"If God had not wanted them to be sheared, he wouldn't have made them sheep! They're gonna get a good shearing! Baaaah

Mar 16, 2011 10:56 AM

Glen Hagen

Realty Connect Real Estate - Bay Shore, NY

Better Marketing, Better Results

Mar 16, 2011 10:56 AM

Glen Hagen

Realty Connect Real Estate - Bay Shore, NY

Better Marketing, Better Results

Mar 16, 2011 10:56 AM

Charles Stallions Property Manager

Charles Stallions Real Estate Services - Pace, FL

Pensacola, Pace & Gulf Breeze Property Management

No but our President plays one at rodeo's sorry I couldn't help that. I don't think of how others run their business as I got to much to do running mine and I think Karma is a B....and will come back to haught you

Aug 16, 2013 11:38 AM