While reading several posts this week, I was reminded by fellow ActiveRain bloggers that there are often rough times for real estate professionals while in performance of their work. It’s not just the cyclic nature of our business that creates unique sets of challenges. We are often confronted with less than professional behavior from those we interact with, during negotiations and transactions.
Even in the most challenging times, it is imperative for agents to stay cool. Temper your natural (or unnatural) instincts of becoming emotionally involved in transactions, because proper perspective can be lost while representing buyers and sellers. Unprofessional hostility and loss of objectivity is transparent and unproductive.
Here are some points to consider:
(1) Always represent your clients' wishes. Do not "assume" that you know what is best for them, while acting on their behalf. Make certain you are acting on instructions from your buyers and sellers. Communication between you and your clients is paramount.
(2) Stick to the facts. Do not whitewash or spin market conditions. Again, just stick with the facts!
(3) Do not take the stance that a transaction is some sort of competition between you and another agent. It is not! Never take negotiations or a transaction personally!
(4) If there is ambiguity, clear it up with questions and terms! As an agent, your primary job is that of an effective communications conduit between parties. I know that may be difficult in a world where some agents and negotiators haven't learned the skill of returning calls. But, you must continue to try!
(5) Control - The thing I've learned about control is that it is usually temporary at best. It usually comes with responsibility, and you may not want it! Remain professional!
(6) Make certain to always follow real estate laws in the state you are licensed. And always remain ethical!
(7) Do not ever provide legal or tax advice if you aren't an attorney or licensed tax expert. If a client has questions in those realms, suggest they seek an expert in that field.
(8) Never count commissions before transactions close. I have witnessed far too many agents budget or plan large expenditures on deals, which ultimately never close. Your focus should only be on serving your clients best interests and successfully getting their homes purchased or sold.
(9) Always take seriously the collective image your actions contribute to real estate professionals across the country. Stay legal. Stay professional. Stay ethical!
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