Home : Blogs : Sara Lipnitz : Trust me, I'm a professional

Broker/Owners, This one's for you!

If you are a sales manager or a broker owner who still sells homes, this one’s for you!

Let me set the scene:

I wrote an offer on a home last Thursday. The listing agent is a broker/owner who still sells homes. We’ve been going back and forth for a few days now. Yesterday I left a message for the listing agent (again a broker/owner). I heard nothing. This morning at 10:30am I left yet another message for the listing agent. Well its been12 hours since my last message and I have yet to hear from this agent. Needless to say, my buyer and I are done with this one. We have moved on.

The thing that kills me is that this broker/owner’s firm is CONSTANTLY attempting to recruit me.

If you are a broker/owner or a sales manager for a firm I have a few tips for you.

Return your phone calls. That’s business 101. Not to mention, its just good manners.
Negotiate fairly. If you were a jerk to negotiate with, why would I want to work for you?
Lose the ego. I could give a rip about how much you sold in 1992.
Be honorable. In this instance, I wonder what the broker/owner will tell her seller when she finds out we moved on.
Treat me like you’d treat customer. That’s smart business for any agent to do. I treat every agent I work with like a customer. I want people to want to work with me. Not to mention, IF I CHOOSE to hang my license with your firm, I AM YOUR CUSTOMER!

As a broker/owner or a sales manager you have a higher standard to live up to. It’s as simple as that! I get that everyone is human and sometimes makes mistakes. However, I have very little patience for a person who should know better. I have no interest in ever going to work for this person’s firm. I would NEVER hang my license or their wall. Nor would I ever associate myself with such an unprofessional group. Does this mean that the entire group of agents at this firm is bad? No, but I do question why they would choose to work for a bad leader. I have a higher standard that I subscribe to.

If the independent broker/owner wants to survive in today’s market, it is imperative that they understand that good agents have many, many choices. I understand that it is costly for you to run your business. People are willing to work for a bit less if the environment is right. I love the independent broker/owner, as do many agents in my market.

Broker/owners, when you treat your sales staff like customers they will remain loyal to you.

Posted by Sara Lipnitz on 09/19/2006 10:12 PM

Comments (25)

birmingham mi real estate, sara lipnitz, broker owner, bad business, accountability, standards, management

25 Comments on Broker/Owners, This one's for you!

SEP

2006

Why does one broker have time to call every week to recruit, but another doesn't return calls about deals?

Wouldn't you think that a better way to recruit would involve having GREAT transactions with agents from other firms?? I know that when I have a nice transaction with an agent I ALWAYS wish that he/she would come work with me.

Lucky for me, you sold 2 of my listings this year and sit 10 ft down the hall! You're one of the good ones Maureen.

Sara, when we have our own company, we will do it right.

Lose the ego. I could give a rip about how much you sold in 1992.

You must have been negotiating with a company I used to work for. Their advertising still talks about the number of houses they sold years ago when I and a number of other top producers worked there.

SEP

2006

"Attitude reflects leadership"

A great line from "Remember the Titans"

Rich Jacobson, www.KitsapLife.com

Some people are VIPS...much to good for us peons.

It may be costly to run a business, but returning phone calls promptly doesn't cost $$, it costs lost business.

Sara, those points apply to everybody in business. RE or not. It really is sad out there. I don't know how these people stay in business.

Boy, "lose the ego" was a good tip.

I'm often guilty of romancing about the "good ol' days".

Thanks, Sara.

I have had sales with Broker/Owners before. It is so frustrating when they need to be responding to something and they don't. You don't have anyone higher up to go to unless you go to the Board or Dept. of Commerce. Then again, maybe that's not such a bad idea.

Like Bryant good advice for everyone.

Sara,

I've learned over the years and not just in real estate but in my last career also, important people always return calls. People that are trying to be important don't return calls.

Sara-

This was an awesome post. I too have major frustration when people don't return my calls in a timely fashion, or at all. Another pet peeve of mine is when someone calls and tries to recruit me and bashes my current company. I chose my company, so by bashing it, you're questioning my judgement. By the way, I can't imagine even the best recuriter could ever pull me away from KW, as I border on being obsessed with my love for our company, our culture, and our business model.

That being said, I think that Mitchell hit it right on the head. People who are truly important return calls. That's all there is to it. People who don't return calls often think that they're way more important than they are, and will probably not remain in their position and on their high horse for long.

Good Points,

I think you now see WHY he's recruiting you...they need a little help!

Sara, you are so right! There is no excuse for not returning calls. I've been told more than once, you got the business because you promptly returned my call. Word does get around about who is responsible and realiable and this type of poor business practice will eventually bite them.

Sara, you've wrote exactly what I was thinking of. I have this pet-peeve to always return phone calls even when they are not important, because I feel that the person on the other side is waiting. (maybe they are not, but I feel like that) So I get really annoyed when someone is not returning my calls. Same applies to writing e-mails.

Hi Sara,

Amazing huh? Good point! this is why we deserve every penny we earn! because sometimes it's harder to deal with agents especially each can create their own standards! and not necessarily the code of ethic standards! and I usually will let them have it on the spot! I leave them a professional message and let them know that is not acceptable! I usually get a call back with bunch of excuse! but hey! there is no excuse for this non sense!

I had a closing the other day, a loan I was doing for a good friend of mine for her very first home purchase. Good Ole Grosse Pointe, the Broker showed up to sit with her agents since the buyers and sellers agents were both hers. She spent half the closing making cracks at me and talking down toward me. I had to remind her that the buyer was a good friend of mine on several occassions. She didnt even care....Sooooo Arogant!

I just posted the UPDATE to this situation. Hopefully you can share some insight.

I can totally relate to that. I work in a company that has four broker owners. All them sell in the range of 5-10 million a year. In an area where 3 million is a high volume agent. I don't see how they can sufficiently manage our company and still maintain a higher than normal level of sales.

SEP

2006

I read the update first - and this was exactly what I thought happened. It does amaze me that he is still in business.

SEP

2006

Great blog certain real estate professionals take themselves WAY too seriously

SEP

2006

Your blog entry was very interesting. I am a realtor specializing in <a href="http://localtampabayrealtors.com"> Tampa Bay Florida Real Estate </a>.

APR

2007

wow...you are all a little harsh!! Please don't criticize unless you have walked in their shoes...selling and management is very difficult and it is not a money making proprosition...if it was they would not have to do both!

APR

2007

Julie,

I appreciate that I haven't "walked a day" in broker/owner's shoes. Nor have I driven in their fancy Mercedes.... LOL.

I have not thought about this post in a very long time. After re-reading it, I have to say that I stand by my words. I think that I'm being fair.... dare I say, I'm being smart? I'm looking at the BIG picture. Even as an agent, I HAVE to treat everyone I come in contact with as a customer. Good public relations is good business. It's what I refer to as "street smarts".

SO, I certainly respect that you are entitled to think that I'm being harsh... BUT I'm sticking with my original post.

Thank you for reminding me of this one. I hope that you have taken the time to read some of my other posts... if so, you know that I'm a not a bully.

Sara

Leave a response…

Name:

Email:
(optional)

Comment:

What does the graphic say?