"CHAFF....SCHMAFF!"...A Bad Attitude Or Just A Better Way Of Doing Business???

By
Real Estate Agent with Douglas Elliman Real Estate 30HA0800896

"CHAFF!...SCHMAFF!"...A bad attitude or just a better way of doing business???

I don't know about you but I want to be recognized as the Wheat, not the chaff!....I want to be the person who is recognized for the "focused" approach, not the laid back, non-communicative attitude that homeowners complain about today....I would rather be the agent who needs to make marketing, market research data and feedback their focus.SELLERS WANT A FOCUSED APPROACH TO THEIR HOME

Homeowners want full attention; they want and expect  expert market data. They want and need focused attention. They are seeking the agent who treats them as their sole client. When it comes to their searching for a qualified agent for their property, they are looking for the best, not the busiest! They are looking for the "WHEAT"...not the "chaff"

A while ago,  I wrote a post  and it was featured here on AR. "SIFTING THE CHAFF FROM THE WHEAT"....The LATEST trend in real estate sales???

THE BUSY AGENT IS THE UNFOCUSED ONE....Since then, I have noticed the trend toward the seller who is picking an agent who is NOT the busiest when it comes to getting a listing....why?  Apparently, when the seller is looking to list his/her home, they are looking for the agent who is less overwhelmed by loads of listings and one who is really available...they are tired of the busy agent who puts them off to their assistant....who never does the necessary follow-up with the owner and leaves them in the dark about showings and feedback!

Today's sellers are looking for the fresh approach of "focused marketing"...a well researched approach to the listing itself and an area, with very few interferences to getting the job done! They want communication; they want feedback on a weekly basis. They want the reasons a property isn't selling if it's not, and they want answers as to what needs to be done.

So, in the category of "Chaff" I put the busy agent, overwhelmed by his work load and not focused on one thing--just a lot of stuff......the agent who has forfeited his responsibilities to other agents who do his "grunt" A LOCAL EXPERT IS THE AGENT IN THE KNOW!work for him! ...the agent who has no time to spend on learning about an area or gaining local expertise.

In the category of "Wheat" I put the agent who is focused from day one; An agent who is focused on the correct --the accurate market data and the idea that this listing is the most important thing they are doing right now; the agent who will then carefully and in detail, communicate this information back to the owner. As I mention in my first post, the "chaff" agent has no clue that they are  not the best.---They think they are, and they come from the premise that every seller wants them to work for them--to take the listing and just cram it into the buying public's awareness.

This is no longer a viable reality---it may have been in a time when houses sold no matter who listed them. Those days are gone and with them, gone are the agents who operated from this premise---gone are the agents who just list, list, list with out thought as to the area and their local knowledge.

BE THE WHEATLocal experts are the "Wheat" agents who are making waves now...the agents who never go after listings that they have no intention of working on. Local knowledge is the key now to getting the homeowner to believe in them and their work---to then hire them because they believe that "Wheat" agent will get it done for them.

More and more there is a theme developing: Real Estate Professionals need to be a local experts. They need to be focused on the area within which they work to the degree that they become "expert" at all the current events and attractions that make an area special. They must become the local expert to get the business, meager or abundant, that is out there waiting for their talent.

DO YOU HAVE WHAT IT TAKES TO BE A LOCAL EXPERT? ...TO BE A FOCUSED AGENT WHO IS WELL RESPECTED FOR THE HARD WORK AND KNOWLEDGE THAT YOU IMPART ON A COMMUNITY??? 

BE THE WHEAT!!!

 

 

 

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Re-Blogged 3 times:

Re-Blogged By Re-Blogged At
  1. Ted J. Macy 09/25/2011 04:49 PM
  2. Heather Littrell 09/26/2011 01:14 AM
  3. D B 09/26/2011 10:12 AM
Topic:
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"Whacked"!!!
Tags:
be the wheat
local knowledge is local expertise
sellers want and need focused attention
focused agents are the wheat

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Rainmaker
500,719
Paula Hathaway, REALTOR, LBA
Douglas Elliman Real Estate - Southampton, NY
...A Local Expert in all The Hamptons

Joy: Good for you and your teams...it is the wave of the future!

RuthMarie: I have taken a postition that is hard to refute in areas that are miles away from where I live. They do happen to still be part of the Hamptons though and I think that is the key--If I decided to establish "local' expertise on the North Shore of Long Island, I would be in deep trouble. Now, if I just wanted to go for the number of listing and I applied myself to just that, I might get lots of listings---but you can bet I would have very unhappy owners! I agree that there are very self serving agents out there who try to unseat others but if you have the local knowledge and the other agent is faking it---well..the buyers and sellers are not fools and they will see through that, in my opinion.

Sharon: You can say that again! It's really all about focus and hard work to learn an area.

Sep 26, 2011 01:32 AM #22
Rainmaker
500,719
Paula Hathaway, REALTOR, LBA
Douglas Elliman Real Estate - Southampton, NY
...A Local Expert in all The Hamptons

Evelyn: I agree--they are still gettiing a lot of sellers to buy into the appearance of a "big presence" in an area....my point is that there is a trend starting that I have picked up on because I have listened as sellers tell me what they have discovered. In 1 week I had 3 homeonwers tell me about one of the most agressive agents here in the Hamptons and he never even saw the propeties--never showed them and never called the owner--he had assigned one of his new agents to the listings and we all know how little we knew as new agents, right? The other thing I see is a desparate move on the part of big companies, names unmentioned, who are tryng harder than ever to "build their brand" when in fact the sellers are looking for "local" agents to work with! In my opinion, we are seeing the beginning of a "Boutique" brokerage business building from the ashes of the real estate bubble; as the RE bubble deflated the big companies watched their bottom lines dwindle in a big way---that does not bode well for big corporations!!!

Sep 26, 2011 01:45 AM #23
Rainmaker
500,719
Paula Hathaway, REALTOR, LBA
Douglas Elliman Real Estate - Southampton, NY
...A Local Expert in all The Hamptons

Hella: Good for you! Keep up the good work and let's hear it for the successful agents who have developed their businesses to the point that they keep their clients coming back! (..and referring too!)

Wandana: That is terrific! I did not participate in the contest because I have been too busy!! Good luck with your business and Being the Wheat!!

Dawn: You bet it is---and I love your "Wheaties" nickname for "Realtors who are Champions"...what a great name for a post!!! You should use that on your next one! :)

Rosalie: What I do is I watch those agent's listings carefully and they do expire! My call to the owner is as a "local" agent who has the inside scoop---and I do deliver the goods, so to speak. My clients are all very happy with the input I give them---they relish the idea that I have access to the most detailed market information...and the incontracts, new listings etc...They do not get the local information from the busy agents either--those agents do not have the time to do any of the special research that a motivated seller wants to hear! Not only that, have you evr had a "busy" agent call you just to have a conversation about what is going on? NO, they feel thay don't have to lower themselves to the level of other agents to learn from them--on the contrary; I find the other firms agents are just as willing to talk to me about what is happening in the market from their perspective. I have developed those relationships because it is all part of becoming an "expert" on local knowledge!

Sep 26, 2011 01:59 AM #24
Rainmaker
500,719
Paula Hathaway, REALTOR, LBA
Douglas Elliman Real Estate - Southampton, NY
...A Local Expert in all The Hamptons

Christine: I am finding the same thing--we need to look at it from their perspective and realize that unless they hear from us with the facts about the market, they will look elsewhere!...and they do!

Jordan: Thank you!--keep up the good work! I will watch for your next post on being the "Wheat"--how about that? can't wait to press the suggest button for you too!

Yvette: I agree totally but that kind of seller are fewer and fewer --in today's market the pressure to get the property sold is greater than ever and those agents who just schmooze their way to a listing are getting fewer and fewer. FACTS is what the sellers are looking for now!

Lina: I have had that sort of client too--what I do is make my promised (once a week) calls to them and make sure that I am giving them the sort of content at that one conversation and the chances of them requesting more than that is lessened. I do see your point about not having enough time to do it all---that is where I get help with other agents who want to be part of my "team". My "team" is a very skeletal sort of team though because I want to be the agent who talks to the client...that is the key for me. Research is another area that I want to be the source. My "team" is there to do their own business and meanwhile work on uploading photos, proofing copy, connecting with the advertising department, open houses, etc....for that they get to expand THEIR knowledge of the business and we have an agreement to share a part of the commission on any listing that they did the "clerical" work on. This works for me and for them...Meanwhile, as a senior agent,  I can advise them on all of their deals as well.

Sep 26, 2011 02:15 AM #25
Rainmaker
1,396,177
Michael Setunsky
Woodbridge, VA
Your Commercial Real Estate Link to Northern VA

Paula, your analogy makes perfect sense. Hopefully the sellers will recognize the difference.

Sep 26, 2011 02:24 AM #26
Rainmaker
500,719
Paula Hathaway, REALTOR, LBA
Douglas Elliman Real Estate - Southampton, NY
...A Local Expert in all The Hamptons

Michael: That's how I found out about the trend!...Through the sellers! They have been a great source of informati0n regarding my business...I listen to them as much as I listen to the other agents I work with and it all adds up to one thing: more business!!! Thanks!

Sep 26, 2011 02:29 AM #27
Rainmaker
1,530,408
Beth Atalay
Cam Realty and Property Management - Clermont, FL
Cam Realty of Clermont FL

Paula, love the anology!! I am the "Wheat" and proud of it. Can't speak for other areas but in my small area, most Sellers are still going for the "Busiest and complaining all the way to closing. These agents have several assistants, can't answer their phones or email(you know the type). Not only individual Sellers but Asset Management Companies and Banks are going for busy/lazy ones as well. Go figure!!!

Thanks for the post.

Sep 26, 2011 04:20 AM #28
Rainmaker
500,719
Paula Hathaway, REALTOR, LBA
Douglas Elliman Real Estate - Southampton, NY
...A Local Expert in all The Hamptons

Beth: Well, it can't happen all at once---how do you eat an elephant??? bite by bite! It will happen with very concentrated efforts on our part. I have found that busy agents still get the listings but they are not the ones to get them on a second go-around--that's why I watch closely to make sure they hear from me before they sign wih anyone else... 

Sep 26, 2011 06:02 AM #29
Rainer
206,634
Marge Piwowarski
Phoenix AZ Horse Property - Phoenix, AZ
Phoenix AZ Horse Property, LLC

Personal attention and customer service are always gonna be the wheat. 

Sep 26, 2011 06:32 AM #30
Rainer
92,354
Deb McNeill
Flying M Team Small World Realty Fort Worth, Tx - Fort Worth, TX
Fort Worth Real Estate

I like the trend you are seeing...as a still newbie agent, I think I can market to that trend... I'm for sure a focused communicator.

Good post!

Sep 26, 2011 08:22 AM #31
Rainmaker
571,868
Bill Gillhespy
16 Sunview Blvd - Fort Myers Beach, FL
Fort Myers Beach Realtor, Fort Myers Beach Agent - Homes & Condos

Hi Paula,  Great analogy !  My bet is that the old criteria of finding the busiest agent and listing with them is now seen in our rear view mirror !

Sep 26, 2011 08:54 AM #32
Rainmaker
500,719
Paula Hathaway, REALTOR, LBA
Douglas Elliman Real Estate - Southampton, NY
...A Local Expert in all The Hamptons

Marge: you are so right!...Be the Wheat!

Deb: Good luck with your "Newbie-ness". I think I can see "Wheat" in your future!!!

Bill: i agree; and the thing about the busy agent is that they will never let you know when the  bloom is off the rose. They just keep pumping the listings when they can get them and until the bottom line shows a negative, they will keep on keeping on!!! They get the award for "nerve" and "deceit"! :)

Sep 26, 2011 10:01 AM #33
Rainmaker
500,719
Paula Hathaway, REALTOR, LBA
Douglas Elliman Real Estate - Southampton, NY
...A Local Expert in all The Hamptons

Erica: That's great if the homeowners are fine with it--in my experience, the sellers do not want to have anyone else dealing with their homes--they prefer that the agent they hire does all the work...I use other agents but only as "clerical" help and I deal directly with the homeowner myself.

Sep 26, 2011 11:11 AM #35
Rainmaker
717,756
Ruthmarie Hicks
Keller Williams NY Realty - 120 Bloomingdale Road #101, White Plains NY 10605 - White Plains, NY

Boy Paula - you danced around my comment without really answering it.  Interesting...

Sep 27, 2011 07:33 PM #36
Rainmaker
369,240
Miriam Bernstein, CRS
Rochester, NY

@Ruthmarie - they do not use the MLS out in the Hamptons and one of the reasons they use is that they are experts in their area and that "outsiders" can't do the job - The real estate community is in charge out there not the consumers.  With the "local expert" mantra what would they have left to offer?

Sep 28, 2011 12:58 AM #37
Rainmaker
500,719
Paula Hathaway, REALTOR, LBA
Douglas Elliman Real Estate - Southampton, NY
...A Local Expert in all The Hamptons

RuthMarie: I am very sorry if you didn't see that I was addressing your comment. So let me put it another way: There is nothing to keep me from going to the North Fork or Shelter Island or even Manhattan because I have a New York state License...I used to sell real estate in New York City as a matter of fact and I know all the buildings, their by-laws etc. so I could do that---but why would I if I am not current on listings and sales etc.? I CHOOSE not to go there; on the other hand, just as you said in your comment, there is an area that is just North of the village which I know like the back of my hand and therefore I am viewed as someone who specializes in that area...so I represent listings there too, and buyers if they happen to want to look there. NO ONE CAN KEEP ME OUT OF AN AREA IF I WANT TO REPRESENT BUYERS OR SELLERS IN NEW YORK STATE! I choose to focus on an area and become an expert on all the sales, listings market conditions, etc....no one is keeping me out of, nor can they stop me from selling or listing in an area if I choose to sell properties there!!!

I could say the same thing about your comment in that you skirted the topic of my post by claiming something that could have been handled very nicely in another post of your own. I appreciate your input and I did respond to your comment however: Who is keeping you from becoming an expert on an area, any area you choose??? You made that claim and I would like to hear who the "WHO" is.

YOUR COMMENT:

"This can cut both ways.. A lot of agents use the "local expert" mantra to cut competing agents who may offer a fresh approach out of the game. I have had that problem in a town I know very, very well that happens to be a whole 5 miles from where I live! I'm don't live IN the town - so I'm obviously not a local expert - or so some of the agents there try to say. NONSENSE! However, do I think an agent can cover 5 counties and know enough about each to do a superlative job? NO! They probably can't unless the area is very rural and homogeneous.

Local expertise can be a Godsend or it can be abused to keep others out."

Please do not take this any other way than the way it is intended; If I were you I would lay claim to any area that you are an expert in by getting listings there, selling houses there, and advertising your expertise in that area.

Good luck and thanks for letting me clear up the mis-understanding.

Sep 28, 2011 10:26 AM #38
Rainmaker
500,719
Paula Hathaway, REALTOR, LBA
Douglas Elliman Real Estate - Southampton, NY
...A Local Expert in all The Hamptons

Miriam: What is keeping you from selling and listing here in the Hamptons? Maybe a license would help....you had one at one point and maybe you still do---get on it girl!! Enough complaining; it's time to act and follow your own advisement--there are plenty of people who manage to sell and list properties here and they are from California and other states. They don't seem to have any trouble--just do the work!!

Sep 28, 2011 10:32 AM #39
Rainmaker
369,240
Miriam Bernstein, CRS
Rochester, NY

Yes, Paula I still have a Brokers license in New York State.  Paula, I did try to sell in the Hamptons about a year and a half ago.  I had a buyer who wanted to use my services as a Buyer's agent and I ran right into the games that some, quite a few agents play out there.  One agent would let me show her listing IF my buyer paid my commission even though she was receiving a full commisssion from the seller - she wouldn't share.  Because you don't use the MLS games like that go on and I am quite sure that the seller involved was unaware that their agent was behaving like that.  Or how about the agent who absolutely refused to give me an appointment for a viewing because guess what - she considered me from out of the area - even though I owned a home there for 25 years - and she would only "allow" a referral and wanted my buyer.  There are games and then more games with little regard for the buyers and sellers.  

Sep 28, 2011 01:54 PM #40
Rainmaker
500,719
Paula Hathaway, REALTOR, LBA
Douglas Elliman Real Estate - Southampton, NY
...A Local Expert in all The Hamptons

Miriam: First of all--there is no such thing as a buyer paying a commission and the seller paying a commission on the same property. I am not going into this whole "off-topic" chatter here. If you wanted to sell a  property in the Hamtpons, there is no one but you keepng you from doing it! Call the owner directly if the lisitng agent won't let you in. The listor has an obligation to open the house to all agents and their buyers.

Just as a consumer has a choice as to how they want to work with someone, so does an agent. I choose to list properties and I leave the buyers brokerage up to any other agent who wants to work that way.

Sep 29, 2011 12:17 PM #41
Rainmaker
369,240
Miriam Bernstein, CRS
Rochester, NY

Paula obtaining a seller's phone number is not always easy so when you state just call the seller because there is an obligation for the lister to open the house not so easy to find a seller and that should not be necessary.  Next when you say there is no SUCH THING AS A BUYER paying a commission is it possible you are unaware that buyer's can absolutely pay a buyer's agent a commission and that listing agents have NO obligation to share their commission and that is what an MLS is about? Absoutely a full commission can be paid by a seller and a buyer can pay their agen'ts commission on the same house --- the worst real estate behaviour because it is often done without disclosure to the seller. From the Realtor Code of Ethics:

Article 3

REALTORS® shall cooperate with other brokers except when cooperation is not in the client’s best interest. The obligation to cooperate does not include the obligation to share commissions, fees, or to otherwise compensate another broker. (Amended 1/95) 

 

Standard of Practice 3-1

REALTORS®, acting as exclusive agents or brokers of sellers/ landlords, establish the terms and conditions of offers to cooperate. Unless expressly indicated in offers to cooperate, cooperating brokers may not assume that the offer of cooperation includes an offer of compensation. Terms of compensation, if any, shall be ascertained by cooperating brokers before beginning efforts to accept the offer of cooperation. (Amended 1/99) 

 
Sep 30, 2011 11:24 PM #42
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...A Local Expert in all The Hamptons
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