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Finding Common Ground ~ Day Twenty Nine of the 31 Days of May Challenge

By Mona Gersky

Real Estate Broker/Owner with MoonDancer Realty, Dillsboro,NC NC# 218097

May 29, 2011 04:25 PM

At the beginning of any real estate client relationship for us, it is important to discover some common ground.

Usually, during our first meeting with someone new, we can identify common "values" during the initial review of the agency disclosure document.

Since I entered real estate 8 years ago and Leslie around 4 years ago, we were lucky to be in real estate school when the curriculum regarding agency was hammered daily. We've observed many agents who've been at this a lot longer than us really struggle with this first step. I've even seen some agents who wait until they are writing up a Listing Agreement or an Offer to Purchase BEFORE the agency disclosure is addressed as an afterthought or a non-important paper to sign. Reviewing the Working With Real Estate Agents brochure is second nature to us because we believe in it.

From the outset of our real estate relationships, the prospective client realizes that we "value" the enormity of what they are about to undergo. The agency disclosure is about Fairness and Truth, and, outside of love - there are no purer values. If we can't establish common ground during this conversation - one of us isn't serious about the business at hand.

Sienna the Office Manager | www.MoonDancerRealty.com Our Office Manager, Sienna, tag teams with us to establish another layer of commonality. If she can't win them over during the ice breaking portion of the first meeting - there's a personality flaw somewhere...and it isn't ours! So far, she's batting a hundred...or a thousand...I shouldn't use sports analogies - she has a perfect score.

From this point on it is easy to establish a relationship. If your basis is Fairness and Truth and you are lucky enough to find out the client reciprocates in kind - then you can get down to the business of selling or buying property.

For us, if we find that the people in our business relationships also have a sense of humor...well, that's gravy.

If you are interested in buying or selling real estate in Jackson, Swain, Haywood or Macon counties in North Carolina and you'd welcome working with real estate agents who believe in Fairness and Truth, call MoonDancer Realty 828-631-0077. We want you to enjoy the process.

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Stanley Stepak

Howard Hanna - Avon Lake, OH - Avon Lake, OH

Realtor - Avon Lake, Avon, Bay Village, Westlake,

Great post .. You have to relate to people to make some win win to this business and it may be through some humor. Have a great day!!

May 29, 2011 04:27 PM

Marge Draper

Keller Williams Realty Palo Alto - Menlo Park, CA

REALTOR, Keller Williams Realty, Menlo Park CA

Congratulations for accomplishing the 29th day. I agree with you that agency is incredibly important! It forms the basis of the trust between agent and client.

May 29, 2011 04:32 PM

Mona Gersky

MoonDancer Realty, Dillsboro,NC - Sylva, NC

GRI,IMSD-Taking the mystery out of real estate.

Hello Stan, hope you enjoyed the trip to the dentist lol. Real estate should be called relate estate! Have a good Monday.

May 29, 2011 04:32 PM

Tammy Lankford,

Lane Realty Eatonton, GA Lake Sinclair, Milledgeville, 706-485-9668 - Eatonton, GA

Broker GA Lake Sinclair/Eatonton/Milledgeville

That was the funniest skit ever on the Carol Burnette show. Of course followed closely by her wearing the curtain rod in the Gone with wind spoof.

But on a serious note... do you just discuss agency or do you sign a BBA when working with buyers. What if they end up wanting one of your listings??? Inquiring minds...

May 29, 2011 04:32 PM

Bill & Cyndi Daves

Hiawassee, Young Harris, Blairsville, Hayesville, Murphy and Beyond! - Hiawassee, GA

TeamDAVES - Your REALTORS In the GA/NC Mountains!

Mona, honesty in any relationship is important. But if you can't find some common ground with your client then it's so hard to work with them. It's just makes the job so much more difficult!

May 29, 2011 04:34 PM

Mona Gersky

MoonDancer Realty, Dillsboro,NC - Sylva, NC

GRI,IMSD-Taking the mystery out of real estate.

Hi Tammy, no Buyer Agency Agreement...no trip in the car! We spend considerable time reviewing Dual Agency during our bonding session. We carefully prep both Buyers and Sellers with information long before we ever enter into Dual Agency.

Remember you telling me the beginning of southern fairy tales starts with...Y'all ain't gonna believe this s--t...well, you ain't gonna believe this s--t. I read Gone With the Wind when I was a kid...several times, yet I was in my thirties before I new what portiers were! Shhh...don't tell anyone.

Hello Marge, don't you agree that agents need to embrace the document and get really comfortable explaining it? A successful relationship hinges on it. Thanks for the comment.

Hey there Cyndi, you got it. Honesty with everyone. The job's hard enough without trying to remember what story you made up with who!

May 29, 2011 04:49 PM

Pat Haddad, ABR, CRS, ePRO, GRI

Keller Williams Indianapolis Metro NE - Carmel, IN

Carmel, Fishers, Westfield IN Real Estate Expert

Mona--Well, first of all, if a person does not like dogs, I probably won't like the person. Secondly, I actually remember that Tim and Harvey skit---those were the best, funniest skits ever. Sienna asked me to tell you that she is lonely and needs an assistant. Lots of dog rescues in NC---

May 29, 2011 05:46 PM

Joe Lane Richland

Kennewick Richland (and West) Pasco WA Homes For Sale - Richland, WA

WA Realtor, 509.438.9344 www.LaneRealEstateTeam.com

Hi Mona,

Great post. I like the part about, "...identify common "values" during the initial review of the agency disclosure document..." Very critical in maintaining clear communication with our clients.

On an unrelated note, I watched the Dentist (Tim Conway) video. You'll like this one: http://youtu.be/7_qwjcxwUqw

Have a wonderful Memorial Day,

~ Joe :)

May 29, 2011 09:55 PM

Mona Gersky

MoonDancer Realty, Dillsboro,NC - Sylva, NC

GRI,IMSD-Taking the mystery out of real estate.

Good Morning Pat, that's right -if they don't like dogs, we are missing out some important "value" connections!

Sienna thanks you for passing on that message and said to tell you she mentioned it to you during a fit of weakness and just remembered she is a "Lone Wolf"! But, not to worry - there are plenty of dog sisters and brothers at home. The result of 25 years of dog rescues in NC!

You've got a great heart Pat and are one of my favorite bloggers. I always love to see you commenting. Have a good Monday.

Hello Joe, I'm glad you liked the post and I appreciate you adding me as an associate. I'll return the favor.

The video was spellbinding and I hope everyone else clicks on it. Wouldn't it be funny in a chilling sort of way if the agent who neglects reviewing the agency document was inserted at the end of video as the recipient of the service? LOL

Here's one for you: http://youtu.be/i7YBaiJMnik

May 30, 2011 12:57 AM

Barbara Hensley

RE/MAX Properties - Rockwall, TX

Homes for Sale in Rockwall County, Texas

Good morning, Mona. This is an excellent reminder for the proper state of the Realtor - Client relationship. You are right in that some of the people who have been in the business a long time are not good at this. It was a shift in the way we did business and some are still not getting it.

BTW - I saw your comment on Client's post and enjoyed the step back in time with an old favorite of mind, Bob Newhart! Cool!

May 30, 2011 02:15 AM

Mona Gersky

MoonDancer Realty, Dillsboro,NC - Sylva, NC

GRI,IMSD-Taking the mystery out of real estate.

Hello from the Smokies Barbara - No way are you old enough to "remember" Bob Newhard. Must have been reruns!

Well, as long as some agents aren't comfortable with discussing agency - it sure makes us look better!

May 30, 2011 07:56 AM

Tammy Lankford,

Lane Realty Eatonton, GA Lake Sinclair, Milledgeville, 706-485-9668 - Eatonton, GA

Broker GA Lake Sinclair/Eatonton/Milledgeville

Your secret is safe with me. Ah, I need to watch that movie again. I like the movie better than the book... which is weird for me.... but it's due to a family connection.... my Great great aunt Sue Myrick taught Vivian Leigh to "speak southern" for the movie. See if you local library has the book "White Columns of Georgia" I promise you will enjoy it.

May 30, 2011 04:24 PM