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Any Real Estate Agent or Realtor Will Do!

There was a time in Atlanta real estate where success was based on networking, building trusts, forging business relationships, and loyalty. In the last few years a lot of this has disappeared in the frenzied run up of our Atlanta real estate bubble. It is sad, because performance and knowledge have a place in the fix of our real estate woes. A very knowledgeable agent maybe able to better advise a home seller or buyer as to what the right choices, and strategies are when buying or selling a home. Their knowledge and experience however are lost in a sea of dysfunctional solutions of totally inexperienced agents offering advices or solutions. In today's Atlanta real estate market there is a reason why homes are not getting shown let alone offers. One home sells in 5 days, and the next door neighbor sits for over a year and a half with no traffic, and no offers...then quietly lips into foreclosure. There is no secrets to successful marketing other than a long fruitful career has a lot of ups and downs, and in fact is based upon the successful close of many deals. Success is also based upon what cannot be seen, relationships with other agents, closing attorneys, lenders, home inspectors, handymen, and access to past contacts. A long lasting great career is due in part to performance, not empty and boastful promises. It is the simple delivery of success to the goal of the mission. It isn't built upon a lot of sales signs in the ground.

In today's world neighbors list with neighbors that just got their license last week. The criteria in choosing the atlanta real estate agent may be familiarity, discount commission, church, relative, spouse, but if there is no track record of ever selling a home it is pure risk. Why bother? This is a market for those that can achieve the goal, not want to achieve. It is not about listing the home, but selling it, and being able to negotiate a minefield of obstacles. Selling a home today is a skill set that not only is it about the number of persons coming to your home, but rather fine tuning your market on the offers you are receiving. Success is the ability to move foreword knowing things will work out.

Expired and withdrawn listings last month in Atlanta exceeded home sales.

4400 Homes sold
7100 Expired listings
3200 Withdrawn listings

RE/MAX Greater Atlanta 770-238-0122 Direct

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Atlanta Real Estate & Atlanta Homes for Sale

Posted by Jim Crawford ~ Atlanta Real Estate-ABR E-PRO on 08/11/2008 11:21 AM

Comments (34)

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Originally posted at: Atlanta Real Estate | Atlanta Housing News for Real Estate: Any Real Estate Agent or Realtor Will Do!

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34 Comments on Any Real Estate Agent or Realtor Will Do!

AUG

2008

Folks who choose a friend or relative new to the business to sell their home because they want to give them a chance to get some business clearly think there is no value in experience and track record. Sadly, in this market, while trying to be a "good friend" they may be costing themselves thousands upon thousands of dollars.

I could not agree more. Sadly, real estate is the only professional license where the licensees are trained to "put down the competition" and for reasons that have little to do with cridentials, training, skill set or experience. This trend is being exacerbated by the move toward state wide MLS. You may be the best agent in Montauk, NY but, that does not mean you will be able to keep up your work there and sell a house in Buffalo, NY of Plattsburg, NY at the same time with adequate care and attention.

Have you ever heard a doctor say "I know you are considering using your neighbor/relative for this surgery, but it is not always best to have a friend or neighbor operate on you." No, they are more likely to say "I always recommend getting a second opinion, I would just recommend you consult someone who is board certified in XXXXX. I would be glad to provide you a list."

Even attorneys - the brunt of so many jokes will say "I have a conflict of interest here, you need to consult with someone else - I would be glad to recommend several others who could help you," or,"I specialize in real estate law, you need someone who is certified in family law."

Sadly, that is not the case in real estate, listings are taken by and large on the basis of any home, anywhere, any price for any term - and even in this market, many are taken without even a CMA. This is done without regard to the agent's experience or skill set - even on the part of the agent. To top it off, there is no end to the number of folks willing to sell meaningless certifications that provide little more than a receipt and a certificate - and perhaps some CPE credit.

Until agents start acting like professionals, the public will not treat them like professionals.

Not as easy to sell now. Years past just put up a sign and wait for the calls.

Jim,

In today's world there are too many people who think they know it all...if not all, at least enough to get by...and that's where they get into trouble as reflected in your, 'The criteria in choosing the atlanta real estate agent may be familiarity, discount commission, church, relative, spouse, but if there is no track record of ever selling a home it is pure risk.' Respect for professionalism in one's field of expertise means little anymore! Thanks, Fran

I often wonder why people think that just anybody can do this job. I agree with all of you and it saddens me when I see folks list their property with a new part time agent and then when it falls into foreclosure because it didn't sell and they wonder why.

Your blog has a lot of merit. Unfortunately most agents are told by their brokers that they don't market homes, because a home will sell by itself. And that's how a lot of the minds of agents seem to work. If you'd do a search for something simple as "cost of marketing a home for sale" within a realtor (r) community like ActiveRain, you will find almost exclusively info on how agents market themselves. As long as our community doesn't grasp the fact that it's not about the agents, but about the customers, the market place will keep looking at us as a commodity. And the real estate neighbor or friend with little experience will get the listing. We're all the same in the customers' view anyway.

We need to constantly work on improving our image and stressing our value...the recent crash in Real Estate has done nothing to improve the perception of Realtors by the public.

I wonder how much of a new Realtors lack of knowledge and expertise is due to the fact that many agency's hire just to increase the body count figuring along the way something will stick? They don't train, they don't mentor....

I disagree with a previous comment about no value in education...obviously there is no substitute for experience but I know some very experienced agents...who don't know anything at all about what is happening now. Not to this extent. In this case there's no substitute for education!

Susan Haughton Alexandria, VA REALTOR® (Long & Foster REALTORS® Old Town Alexandria) A person can do whatever they want...is it a smart choice? They can answer that for themselves. This is not those normal times in where it doesn't matter...

Dan Homan (Dan Homan Business Consultant and Advertising Specialist) You brought up a lot of great points. I forgot about a lot of those new meaningless designations.

John Walters (Specialized Real Estate) It is a different time right now, even for many seasoned agents.

Fran 'The Title Man' Gaspari Title Insurance-PA & NJ (Patriot Land Transfer, Inc.) Ability has taken a holiday and has been replaced with "potential" most folks hoped it would be performance.

Kathy Fisher Lexington's ePRO RE/MAX Realtor (RE/MAX Unlimited) I often see homes that are grossly over priced up for sale forever. No seasoned agent would waste their time to take that listing. New agents do, and they will list a 300K home in the 500K range. That is absurd. It will not appraise, it will never sell, and the seller will begin to believe it is worth 500K.

Hans Rosielle GRI (Merit Co., Inc.) You have a very good insight on real estate. It is an ego driven business that is really "All about me" and opposed to marketing skills, negotiation strategies that will benefit your client. Those in real estate that focus on the needs of their clients, and how to better serve them will be very successful.

Joan Mirantz- Concord New Hampshire Realtor (Keeler Family Realtors) It is funny you mentioned education. I left another company in the last year that stressed education, but they were not producers. The reason was they did not focus on the realities of real estate. That company seemed to focus on feeling good and attitude. It did not produce.

Jim, Experience matters! I'm also intrigued by how agents/REALTORS treat (or mistreat) one another. We are supposed to be working towards a common goal.

Since you sell each other listings you almost have to get along huh?

Amen to this! I never could understand a seller letting just any agent sell his house that had no track record. True there are some that work harder. Like I did! LOL

JIm: I agree... of course there is nothing wrong with the new licensee getting a listing to learn... but at whose expense... Maybe real estate should require an apprentice program.. like appraisers.

Jim: Atlanta is obvious in a bit worst shape then Bergen County New Jersey. We are not good, but oh well it was a bit worst. Price declines by us has brought some sales. As far as agents go. Every cycle, some more then others, bring on an onslaught of agents. In our area in 2000--2002 we had about 4500-4800 members in our MLS. In 2006 about 10,000.

You can not absorb and train more then double the agent count so fast. The trainee to seasoned agent ratio was far off. The Industry suffers for it. The professional Realtor has to compete with every part time person who has a relative who is selling their house. In many cases they are working a full time job elsewhere and just write the paper.

Unfortunately, it is still too cheap by us to hold a license active by an agent, so they linger on in other jobs and maintain their active status.

Please new Realtors don't get upset or feel hurt. You will find the same one day.

Richard

In my prospecting, I am actually encountering many sellers who have entrusted their listings to "seasoned agents" who seem to think that it is OK just to put a sign in the yard and wait for the phone to ring. As a new agent, trained in this tough market, I would put one of those agents to shame if given the opportunity.

My neighbor has had his home on the market for over a year. It has been on the market with "experienced agents" longer than I have had my license, and it continues to sit on the market month after month. His current agent has 2 outside pictures on MLS and that is it. As a neighbor, I have never in all of that time been invited to an open house and I seriously doubt that I will be with this agent at the helm.

I will continue to try to get listings in this market. I passed my exam and went through my training just like everyone else, and I have just as much of a right to walk a neighborhood or solicit my sphere for business as anyone else-no matter how long I have had my license.

Debbie Summers, Seminole County Real Estate (RE/MAX Central Realty Lake Mary, FL) We do work towards a common goal, but if something is not right in a deal...I must remember that I represent the needs of my client and advise them the best way to proceed. Would it be professional for an agent in company A to mentor an agent from company B? Is it ethical if you have a fiduciary to your client?

Richard Baggett (AFI Mortgage) We do get along. However if I have a client that is looking for a 300K home in a 300K neighborhood, I may advise my client to pass on viewing the home that is priced at 475K.

Lizette Fitzpatrick, Lexington KY Real Estate (Central Kentucky - Prudential Don Foster - Richmond KY) In good times anything worked. Order takers believed they had ability. Many are now scrambling to figure out how they can make a living. It is always the seller's choice to do what they want. It is their home or property. Experienced agents may choose not to show homes that are grossly mispriced or if they place an offer on one of those homes it may be perceived as hostile because the agent representing the seller may not understand pricing or the need to appraise.

Roland Woodworth "Ft. Campbell Area Realtor" (Exit Realty Clarksville) I agree, that is the way it used to be in many offices before the frenzy. In recent years real estate has been glamorized my TV. If you watch the shows...it is interesting. Watch the buyers agents....they do not advise the buyers...they are rather passive and let the buyers make all the choices. A true buyers agent would warn their clients on the danger of buying a home on a road, pricing etc... Reality is quite different from TV.

Richard Stabile Bergen County New Homes Builder Realtor (REMAX real estate associates) It is an interesting observation. In the late 90's in Atlanta we had about 8500 agents...in 2004 we had 13000. Last year we were up to 46000. Today we have 42000. At 46000 there was a 300% increase in agents in less than 3 years. The average monthly homes sold hit a peak of 6800 homes in June of 2005. The average monthly sales are now back down in the 4000 range. That sufficed 8500 agents in the late 1990's, but how are most going to survive now in Atlanta? Many agents are hair cutters, baggers in grocery stores, and not accessible while they work their other job.

A full time agent may just move onto another deal out of frustration. If I am showning 5 homes and have easy access to the first 4, and do not get a resonse on the 5th...I may pass on showing it.

Dawn Isenhower (Coldwell Banker West Shell) You have every right to list a home. Sellers have every right to choose whom they want to represent them. Every one has talents and some have more than others. I have homes on the market here in Atlanta and some have taken a year to sell, but they are closed.

AUG

2008

Jim,

Especially in this type of a real estate and mortgage market seasoned professionals can still make a home sell or negotiate the twists and turns of getting a loan approved.

Esko Kiuru - Las Vegas NV Mortgage Consultant (Sinifox Financial) We also have more choices. If one lender may not be able to do...we will not end it there. Too many in real estate give up at the first obstacle. There are a great mortgage consultants like yourself that will go the extra mile.

Great point...this is not the market to take a chance with someone without knowledge and experience.

Jim,

Great points... is good news though in the big picture. A lot of the agents that you are referring to will be washed away as the real estate agent glut is going through a cleansing. Is also good for us as that just makes us stronger as agents when experience, performance and knowledge really matters !

Philadelphia Real Estate

AUG

2008

Ava Lugg "Selling Real Estate in Snellville, Grayson and Loganville" (Bridgewell Realty Inc.) I agree. This is a market where you need someone that has lots of connections, know how and contacts. A skill set on steroids.

Christopher and Stephanie Somers - Realtors - Philadelphia Real Estate (RE/MAX Affiliates) The intersting thing is that those new agents that survive this market will do great!

Jim, do you believe that the problem and mindset is further extended and encouraged by brokers that are more concerned about "renting desks" than having a full team of successful agents? Not all brokers are this way of course, but I see many that will take on rookies and figure that if they pay their fees and sell a house for a couple of friends/family then mine gain.

Thus, new agents are very welcome but left to fend for themselves for the most part. Add in the relative ease of becoming an agent and it leaves the market flooded with agents not equipped to properly and professionally represent a generally uninformed and confused (and emotional) consumer.

Glenn Phillips (Management, Coach, Speaker) (RealSource) What a great question! I really feel that anything went in the last few years. Many brokers became less hands on, and less visible in the office. In spite of themselves, there were still very successful...until now. We are in a runaway car down hill without brakes, and many brokers that do not have any experience in down markets do not know how to turn things around. I think that many brokers believe the markets will come back shortly, and so they are not changing course. It is about getting the listings. It is about having the signs out there... You cannot do that is a bear market. It is about taking selective listings.

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