I Really Don't Think BBA's are Such a Hot Idea

Reblogger Jennifer Allan-Hagedorn
Education & Training with Sell with Soul

My Soul Sista' Susan knocks this one outta the park! This is exactly how I feel... buyers work with me (or you) because they WANT to which'll keep 'em more loyal than any piece of paper signed under duress ever will. How do you make them WANT to? BE a great real estate agent who knows her stuff, who shows up and who cares about her clients. It really (really) is that simple. We just try to muck it all up.

Original content by Susan Haughton 0225085927

happy clientsA couple of years ago, I met with a couple whom had been referred to me by a previous client.  When they walked into the office, he was carrying a notebook and several books, one of which was "Real Estate for Dummies."  Oh, boy.

The first words out of the husband's mouth were, "I'm not signing any kind of agreement or contract to work with you." 

I just chuckled and said, "Oh, don't worry.  I haven't decided if I want to work with you, either."

His wife burst out laughing (whew!). 

I continued, "We need to see if it's a good fit;  I want you to have confidence in me because of my abilities and because I am going to do a great job for you.  Right now, you have no clue about that, do you?"

"Well," he hesitated, "Jonathan did tell me what a good job you did for him." 

"Yeah, there's that.  But this is about you and what makes you comfortable.  So, let's talk about you guys."

I have a love/hate relationship with the BBA...I don't love it, I don't hate it and to be honest, I have only used it when a client requested it. 

Yes, that's right, I have had clients request it because they read about it somewhere and thought they needed it.  It's okay, I'm happy to give you one, as long as it has an expiration date that doesn't string us both out too terribly long.

Ah, why the attitude, you may ask.


businesswoman shouting at manI don't want to be contractually obligated to someone who is prone to cheat on me.  That's akin to marrying the guy who is texting your best friend behind your back...seriously, he's already showing signs of bad faith, so why would you want to force him into a monogamous relationship for which he is clearly not ready?

There are plenty of good guys out there, so why on earth would I want to be tied up with one that isn't right for me?

And isn't that what we're really talking about here?  Trying to lock in a client's loyalty with a piece of paper? 

I look for clients with whom I have great rapport, clients who respect my knowledge, experience and work ethic.  I look for motivated clients who take the process seriously and who are committed to the home buying or selling process.   Clients who trust me to do a good job for them.

If I don't sense it is going to be a good fit and the relationship is not going to be a mutually satisfying one, then I'm the first to say it's time for a change.






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Brin Realty Associates Team At Bean Group
Bean Group | Brin Realty Associates - Amherst, NH
Amherst NH homes and Southern NH real estate

Well said for sure.  Agents with strong self confidence don't have the need to "corner" a buyer with a buyer agency agreement.

Nov 26, 2010 09:43 PM #1
Susan Haughton
Long and Foster REALTORS (703) 470-4545 - Alexandria, VA
Susan & Mindy Team...Honesty. Integrity. Results.

Thanks for the reblog, JA!  I feel as if I have "arrived" in SWS!  ;-)

Nov 27, 2010 12:28 AM #2
Dorie Dillard CRS GRI ABR
Coldwell Banker United RealtorsĀ® ~ 512.750.6899 - Austin, TX
Serving Buyers & Sellers in NW Austin Real Estate

Good morning Jennifer,

Great post..I mised this one so thanks for the re-blog..you are right..she knocked this one out of the park!

Nov 27, 2010 12:58 AM #3
Sally Lawrence
Advantage Real Estate - Tehachapi, CA
Broker, CHS, e-Pro, SFR, REALTORĀ®

Hi Jennifer, I have to say I disagree with you about using the BBA, although I totally agree with your reasons for not using it!  I do use it, especially with first-time buyers, because it provides a terrific educational opportunity.  Before we're done with the BBA, we have also covered agency, inspections, buyer's advisories, and a bunch of other stuff that without the structure imposed by the BBA often gets overlooked.

My clients respond well to the way I present the material.  Although the contract has an expiration date, I am always willing to cancel early if a client requests it.  None have.

I view the BBA as an added service rather than a burden or "cornering" a buyer.  My clients see it that way too.

Nov 27, 2010 03:05 AM #4
Brenda Mullen
RE/MAX Access - Schertz, TX
Your San Antonio TX Real Estate Agent!!

Hmmm-Interesting way to look at not using a Buyer's Representation agreement.  I, however, insist on using one when we get down to the nitty gritty of buying a home.  I don't really insist on one beforehand, (until we establish a relationship). 

I use this form to educate my clients on representation and the benefits of having it.  You see, if they don't know, they just might be prone to cheating, and not because they are mean and unfaithful, but because, well, they don't know.  If they happen to go house hunting by themselves one day at let's say an open house, find one they love and talk to the agent there, all that agent has to ask is if they are "contractually obligated" with another agent.  If they are not, then they are "open game".  The very last thing I want to hear from my clients is that, well, this agent says that they will give you credit for working with us or some such thing that causes me to lose my clients.  Having a representation agreement prevents some of this. 

Of course I always tell my clients that if I am not providing the service I said I would, then by all means, they may end the agreement.

Besides....my broker requires one :).  Great reblog!

Nov 27, 2010 04:45 AM #5
Donne Knudsen
Los Angeles & Ventura Counties in CA - Simi Valley, CA
CalState Realty Services

Jennifer - While I'm not a Realtor or real estate agent, if I were, I'm certain I would make the BBA a part of my presentation - very much like Sally does.  I understand that a lot of Realtors and real estate agents have an issue with this because they feel like they're trying to "corner".  Personally, I find that mentality to be probably a much bigger obstacle to them establishing a relationship with a client than having them sign a BBA.

It takes a pro to build a great relationship with their clients and to educate them on the true meaning and purpose of a BBA and it's mutual benefits.  If you want to equate it to getting married, well you can't get married without a license, in other words, a piece of paper.  If you want to equate it to a spouse cheating, well we all know that's no guarantee.  It's not the piece of paper that's the problem but the ones engaged in the agreement.

Personally, I'm a relationship kind of gal and didn't let one bad marriage turn me off from the practice (currently on #2 and 15yrs strong - so far).  I like pieces of paper and as far as BBA's go, it's a mutually beneficial agreement between the agent and the client and is just as much for their protection as it is for the agent.  Quite simply, it's a part of the process and if you haven't educated the buyer on the process then they you've done them a disservice.  JMHO

Nov 27, 2010 10:31 AM #6
Bob Jakowinicz
National Realty Centers Livonia--Bob Jakowinicz - Livonia, MI
Michigan Real Estate Agent-- MI RE Adventures

I can see both sides no doubt.  I always wonder how many times agents actually pursue someone who buys with someone else even though they have a agency agreement?  I know it happens but I don't think it is all that often.

Nov 27, 2010 11:47 PM #7
Miriam Bernstein, CRS
Rochester, NY

I feel the same way as you do.  If a buyer feels you are bringing value, working for them, and know your stuff they will be loyal.  Has worked for me for a long time.

Nov 30, 2010 12:59 AM #8
Robert Rauf
HomeBridge Financial Services (NJ) - Toms River, NJ


One thing I preach to the Newbies that come to our board each month: Life is too short to work with people you dont like.  This ranks right up there with that!

You will never feel more empowered than the day you fire your first client.. sooo hard to do the first time, but once you do ---- Ahhhhhh, Relief!

Dec 01, 2010 08:21 AM #9
Ann Allen Hoover
RE/MAX Advantage South - Hoover, AL
CDPE SRES ASP e-PRO Realtor - Homes for Sale - AL

Brenda brings up a good point.  Educating folks so they don't inadvertently leave you behind is huge!  I explain the agreement and why it is beneficial to the client,  I don't push it at all and leave it up to them.  Usually they are happy to sign up, and if they aren't, then I use my own judgement as to whether I think we will click or not.  So far this has worked well for me.

Dec 07, 2010 01:08 AM #10
Linda Jandura
Raleigh Cary Realty - Apex, NC
Realtor, North Carolina Buyer & Seller Specialist

Missed this one so thanks for the reblog Jen. This agent gives a different perspective on the Buyer's Agency.  I like it! But there's a point that you have to have someone sign something because not all people GET IT!.

Dec 07, 2010 06:45 AM #11
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