Beverly Carter was a successful Realtor® because she worked hard. Buyers and sellers depended on her for excellent client service. She had a great reputation for professionalism among her industry colleagues. The community recognized her giving and generous spirit. She was like many of us Realtors®; she was also very trusting.
So when a prospective cash buyer called Beverly to view a home late one Thursday afternoon, of course she rushed over to show him the house. Turns out, he was an evil, malicious convicted felon with a vendetta against “rich brokers” and a gun cocked. Unfortunately, we all know the tragic ending to this situation. However, we are relieved the kidnapper/murderer was captured. And our hearts and prayers go out to Beverly’s loving family.
Beverly sacrificed her life for the career she loved, but not in vain. Her legacy of professionalism will live on eternally in our industry. I believe that even from her place of rest, she has a message for us. A message to adopt new routine practices and to be aware, vigilant, and pro-active in our procedures.
As we honor Beverly’s spirit of service, let’s establish some basic rules of practice so none of us Realtors® are ever in this position again. When a buyer calls and requests to view a property, follow these basic procedures. As a tribute to her, I call them “Beverly’s BASICs”.
(1) Beware of strangers. Never, ever go to a showing alone. Partner with another real estate agent, a mortgage lender, a spouse, or a friend. Even though my husband gets annoyed when he has to skip his football game on Sunday afternoon, he always insists on accompanying me to properties. Whether you are a lady or a gentleman, you need a partner. Remember that men can be victims too!
(2) Always meet prospective buyers in your office first. Take the time to screen your buyers. When buyers call me and say, “Can you show me a house?”, my answer is, “Yes, let’s meet at my office first.” It’s called CITO (Come Into The Office). Insisting on a Buyer’s Appointment is as critical as a Listing Appointment is to a seller. It’s a professional presentation. I sit down with buyers and go through a questionnaire regarding their needs and criteria. I find out if they are qualified, and if not I direct them to a great mortgage lender. I educate them about the buying process, and set their expectations.
Objections? If they say, “We already have an agent, we just want to see your listing,” my answer is “Please contact your agent.” If they say, “We don’t have time to meet with you first,” then they are not serious buyers. I let them know that properties are shown BY APPOINTMENT ONLY on my schedule, not just on a whim. If they are truly serious buyers, they will be willing to schedule an appointment at my office first.
(3) Safety first. Get a copy of their photo ID. If this isn’t your office policy, talk to your broker about adopting that policy now. While the buyers are in your office, let them know that you will need their photo ID “for the file”. Make a copy of the ID of each adult and leave the copies in your file at the office. Inform the office manager that you are going out showing property to these buyers. This is another great reason to bring them into the office first.
(4) Insist that buyers sign a contract with you before showing property. It eliminates the looky-loos (and the criminals)! Again, complete this when they come into your office for an appointment. Signing a contract gives you the opportunity to explain your services and highlight your professionalism. You can show whey YOU are the best Realtor® to help them.
Sadly, in many regions, signing a Buyer Representation Agreement is NOT standard practice. We need to change the mindset of our industry and elevate our professionalism. Signing a buyer contract should be standard practice! It’s what we teach at RealtyPro Academy. Make it the standard “best business practice” for your office. And let’s adopt this policy nationwide as a professional business practice for Realtors®.
(5) Careful - never park in the driveway where you could be blocked in with another vehicle parking behind you. Instead, park on the street, where you could leave quickly if needed. This tip was part of the training covered by N.A.R.’s Realtor® Open House Safety course, which I highly recommend.
The bottom line is to always keep your guard up. Hope for the best, but prepare for the worst, as the saying goes. Don’t cut corners chasing a commission check. Serious, motivated, qualified buyers are willing to follow your safety procedures. People who balk at professional standards are not true buyers.
Once we ALL implement safety procedures as an industry, the public will cooperate because they know what to expect. They won’t ask us to meet them at vacant houses on a whim. They will respect our professionalism when we ask them to make an appointment and come into the office. That’s just how business is done.
Implement Beverly’s BASICs in your office today. Continue her legacy of service, commitment, and dedication by staying safe.
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