The Value Of A Good Buyers Broker

It seems like some buyers these days consider the value of a buyer broker based on how much of his or her commission he or she is or isn't, willing to "share". I believe that this has occured because weaker agents who lack a referral base, solid systems for generating new leads and the consulting skills neccesary to provide 3% of the purchase price in value end up resorting to the "I'll pay you to work with me!" strategy, which is no strategy at all. Unfortunately, buyers may see these ad's and think, "Cool! I'll take it" and in so doing, do a disservice to themselves.

I believe that a good buyers broker is worth his or her weight in gold. If an agent is getting a steady stream of referrals from past clients and members of his or her network, it's usually because they have demonstrated a professionalism and skill level that creates trust. If this same agent also has the ability to generate new leads every month and the skill required to convert those leads into new clients, and then the knowledge and professionalism required to get even more referrals from those transactions (based on providing stellar service), then you're not likely to see them running ad's offering to pay you half their commission.

While I've certainly contributed funds from my commissions over the years to help pay closing costs, buy a new appliance or help buy down the interest rate for my buyer, it was never a promise made up front and always presented in the form of a "gift". The dual benefit of this "gift" is that it ends up being truly appreciated, as opposed to expected, and generates even more client appreciation and advocacy.

What makes a good buyer agent?

• They know the market conditions today. The busier an agent is writing offers and staying "in the game", the greater sense they have of price/time trending. In other words, how much a house will likely sell for and how long it will take to sell.
• They take the time up front to probe deeply into discovering what's most important to their clients about buying a home and why it's important. "Why is it important to you about living in this neighborhood? And why is that important? And why is that important?"...
• Like a consultant and unlike a sales person, they listen to understand as opposed to listening to respond.
• The only outcome they are attached to is insuring that when the transaction is complete, the buyer client feels a deep sense of appreciation, trust, respect, satisfaction and a desire to tell more people about the positive experience they had working with them.
• They invest dollars and time into improving their skills through continued education and constant never ending learning in order to always bring more value to the relationship.

If you or someone you knows is considering a move to San Diego and you'd like them to have an exceptional experience, please don't hesitate to pick up the phone and call me. I'll do my best to make you a proud and satisifed referrer!