Are You a Real Estate Professional or a "Yes Man"?

By
Real Estate Agent with First Weber Group Realtors

Yesterday we had our local agent open house and I was in a home that was significantly overpriced for the market.  As we were driving, a discussion began about why agents overprice homes.  We are all going to read things a little differently and everyone has an occasional off day, but I am talking about those agents that time after time grossly overprice a property.   I can't understand this.   

I like being able to tell people yes.  I don't like to be the one that has to tell someone the cold hard truth.  Unfortunately, there are times when yes is not the answer and I need to kindly tell someone things they may not like to hear.  I have children, so I have some practice at this.  Practice doesn't make it any easier, though. 

When going on a listing appointment, there are times that the sellers' expectations for what they can sell their home for are not at all in line with what the market is most likely going to support.   Other homes may be in need of some repair, sprucing up or simply a good, deep cleaning.  These are times an agent has to have an honest conversation with the sellers about price or maintenance issues.  The sellers that understand that an agent is just doing what they called him/her to do, be a real estate professional are the ones that will do the staging and maintenance things suggested and choose to list their homes at a competitive price.  For the sellers that disagree with an agent's professional opinion and feel that they can still get x for their home, even though there is not a comp to be found to support their price, a real estate professional should stand his/her ground and politely decline to take the listing. 

People call us to do a market analysis because we are real estate professionals.  It is our duty to give people an honest snapshot of the current market, no matter what they hope to get for their home.  Taking a listing that is grossly overpriced, just because that is what the seller wants to list a home at, is not being a professional; it is being a "yes man."  As Realtors@, we are in jeopardy of violating our Code of Ethics, Standard 1-3, when we are afraid of being honest and deliberately overprice a home.  A seller has a right to hear the truth, even when they may not necessarily want to.  That is our job, no matter how difficult it is. 

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pricing homes
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Rainmaker
116,646
Kim Southern- "Sold" with Southern Hospitality
Century 21 In the Mountains - Ellijay, GA
Greetings from the North Georgia Mountains!

Couldn't agree more, Jen! 'Yes men' make it more difficult for EVERYONE in this market...not the least of whom is their client. Great post!

Mar 03, 2010 07:24 AM #1
Rainmaker
301,963
Dan and Amy Schuman
Howard Hanna Real Estate Services - Solon, OH
Luxury Home Specialists

Jen, there will always be agents in every market that will take any listing. We are like you, we are up front with people so that we can properly manage their expectations. However, many sellers just aren't ready to hear the truth and feel better about going with the "yes man". 

Mar 03, 2010 07:38 AM #2
Rainmaker
1,607,549
Charles Stallions Real Estate Services
Charles Stallions Real Estate Services Inc - Gulf Breeze, FL
Buyers Agent 800-309-3414 Pace and Gulf Breeze,Fl.

My broker wouldn't agree but I sure do. He thinks that the longer the home is on the market the more real they will get. I just think it is a waste of time. Not to mention that the seller will holler a lot.

Mar 06, 2010 01:42 PM #3
Rainer
20,780
Jen Olson
First Weber Group Realtors - Marshfield, WI

Kim-  You are so right! 

Dan and Amy-  I think that you are right, the sellers will choose a yes man because it makes them feel better, short sightedly, of course!  In the long run, it will make them resent the yes man, and in the end will most likely fault the agent for the home not selling.

Joyce-  I agree with you!  An angry seller is not fun!  What good does it do to have a sign in the yard with your name and company on  it, if it takes a year to sell.  All that does is advertise to someone that you apparently aren't as good at your job as other agents whose signs go up and come back down!  I've never understood that logic, and I am glad to see that you agree, even if your broker doesn't:)

Mar 08, 2010 06:13 AM #4
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Rainer
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Jen Olson

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