In a recent webinar one of the moderators made this statement about Realtors who avoid risk by “skimming the cream” These individuals or skimmers look for the easiest sales or listings and potentially ignore risker sales leads even if they are qualified buyers or sellers.
The more I pondered this statement, the more I realized there is some truth not only for salespeople who are Realtors, but those in all industries.
Sure, it is easier to be a skimmer by skimming the cream, to take the easiest and therefore presuming the most profitable sales engagement. Let others fight over those risker sales interactions.
For example, in real estate possibly the buyer has some credit issues which could delay the purchase of the home versus one whose credit is excellent. What does the ethical Realtor do? Where does the ethical Realtor place all of her or his energies? Then there are all of those contingency sales offers versus non-contingency sales offers.
With the ongoing changes in the lending market specific to credit scores, down payments, etc., my sense there may be more skimmers “skimming the cream.” Working with potential buyers and even listers who appear to be “cream of the crop,” will definitely reduce the time investment by the Realtor especially for those Realtors who have experienced a decline in income due to the pandemic. Afterall, Realtors are human and must meet their needs and wants.
My question has always been “How can I support the sales lead, customer or client to rise to the top?” What do I need to do to “protect and promote” not only my clients as per the Code of Ethics, but my customers as well? For those who “skim the cream,” my sense is these skimmers possibly are walking a fine line respective to the Code of Ethics. My personal belief is the Code of Ethics should be maintained by the highest behaviors in ALL interactions.
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