There's Always A Line Drawn....Stay On Your Side And You May Win!!!

By
Managing Real Estate Broker with RE/MAX Executive Realty 104763
http://actvra.in/HLl

Today, Tammie White wrote a very powerful post titledDON'T CALL THE LISTING AGENT HE WORKS FOR THE SELLER!” and in my comment I mentioned that the buyer’s agent, the buyer and listing agent could meet and be provided the information.  We provide this courtesy to buyer’s agents frequently with our new construction, and they always appreciate that offer.

Tammie relayed a story about that scenario not being productive since the listing agent is promoting the property rather than just providing information and answering questions.  All listing agents are not created equally!!

We are usually asked if we would meet everyone at the model home and give a tour and answer questions.  That’s a smart request on the buyer agent’s part; that’s a buyer’s agent who wants all of the important questions answered so that she can close her buyer. 

How foolish of listing agent to try to close the buyer.  It makes no sense, and it’s always a “turn off” to the buyer and his/her agent.  Listing agents must understand that there is a line, and it’s bad business to attempt to cross that line and take control.

Listing agents represent the seller, and it’s good representation to be helpful; knowledgeable about the product; and willing to accommodate the buyer and buyer’s agent until the buyer is satisfied with all of the information.  That’s good representation on behalf of the seller.  Listing agents must remember to stay on their side of the line….it’s good business sense and it sells new homes!!

Posted by

Barbara Todaro, sales manager of RE/MAX Executive Realty 

Team Leader of The Kuney-Todaro Team

308 W. Central St

Franklin, MA 02038

508-520-9881

www.todarosellsfranklinma.com

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Rainmaker
2,072,924
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"New Franklin MA Homes"

Beth.... I've found that the agents who are on site for the builder and work as an employee of the builder don't care if you ever come back with another buyer or not....so they're going to give you the shaft and keep the commission..... we have the listings from our builders and we ask if there's another agent.... we'll continue to provide information and showings but the other agent will be notified to write it up....we always ask if they'd like us to write it up and many times they say yes!!!!!!!!!!!!  that commission trumps everything, doesn't it!!! ha

Sep 15, 2012 02:38 PM #21
Rainmaker
2,072,924
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"New Franklin MA Homes"

Thanks, sheils....hope your garage sale went well....

Sep 15, 2012 02:40 PM #22
Rainmaker
658,973
Evelyn Kennedy
Gallagher & Lindsey, Alameda, California - Alameda, CA
Alameda, Real Estate, Alameda, CA

Barbara:

I admire the way you are willing to meet with all parties to discuss issues.  As a listing agent, I make it rule to only represent my client.  I will not "double end" my listing because I think there is too much room for conflict of interest.  I am happy to help the buyer's agent in anyway I can which does not compromise my client in any way.

Sep 15, 2012 04:45 PM #23
Rainmaker
2,072,924
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"New Franklin MA Homes"

Evelyn.... there are many buyer agents who need help with new homes..... not so much with resale properties.... we don't do dual agency....we represent the seller....or we are buyer agents if it's one of our sellers....my daughter tammy is a buyer's agent....

Sep 15, 2012 04:54 PM #24
Rainmaker
574,485
Hella Mitschke Rothwell
(808) 226-1095 or (831) 626-4000
Hawaii & California Real Estate Broker

Barbara: First, if I were a buyers agent in a new construction situation, I would first and foremost become familiar with that product--same as any other listing I would sell to a buyer. Not wait until the buyer is interested, then scramble to find out answers.

Sep 15, 2012 06:38 PM #25
Rainmaker
979,453
Sharon Alters
Coldwell Banker Vanguard Realty - Fleming Island, FL
Your Fleming Island Relocation Agents.

Barbara, a very unscrupulous agent tried to do that to me once at her listing in Celebration FL - it was really pretty unbelievable.

Sharon

Sep 15, 2012 06:54 PM #26
Rainmaker
1,109,324
Ginny Gorman
Phillips Post Road Realty ~ 401-529-7849~ RI Waterfront Real Estate - North Kingstown, RI
Homes for Sale in North Kingstown RI and beyond

Barbara, i also believe the listing agent works for the seller...I was talking to an elderly potential client today and she had no idea about buyer's agency.  She said that it use to be the listing agent everyone went to...there is a large education process to be done here.  You make it very C-L-E-A-R.

Sep 15, 2012 06:55 PM #27
Rainmaker
1,090,425
Joan Whitebook
BHG The Masiello Group - Nashua, NH
Consumer Focused Real Estate Services

Barbara I am so glad to see this post.  You are a true professional and role model.  All listing agents would be served well to read this post and follow your sage advice.

Sep 15, 2012 07:20 PM #28
Rainer
232,428
Mike Yeo
3:16 team REALTY - Frisco, TX
Great post Barbara. Remembering who you represent is important. Ultimately we all have a common goal to make the deal happen.
Sep 15, 2012 07:59 PM #29
Rainmaker
340,749
Lloyd Binen
Certified Realty Services - Saratoga, CA
Silicon Valley R since 1976;408-565-8177

Barbara, we have very little new construction in Silicon Valley and it's generally "in-fill" where one building was torn down and new condos are built.  I sold a brand new townhouse earlier this year and was surprised how different the laws are. We even have a different purchase agreement for new construction.  I was very happy to get help from the tract salespeople even though I've been doing RE sales since 1976.  I'm sure agents you help feel the same. 

Sep 15, 2012 09:49 PM #30
Ambassador
1,422,058
Praful Thakkar
Keller Williams Realty - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Barbara, the best part of your post is - not all agents are created equally. It's just sad to see some listing agents (and in some cases, builders representatives) insists on double dip and do not encourage the buyer's agent to accompain buyer. What is the difference between entry only listings and such listings by some such agents? Thank God there aren't too many....

Sep 15, 2012 11:12 PM #31
Rainmaker
1,961,033
Gita Bantwal
RE/MAX Centre Realtors - Warwick, PA
REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel

When I take my clients to resale open houses I do not like the listing agent following us and pointing out things but at new construction I like the agent to mention upgrades etc to my clients. I usally go in advance to new construction so as to become familiar with everything and the lots available.

Sep 16, 2012 05:12 AM #32
Rainmaker
1,130,097
Scott Godzyk
Godzyk Real Estate Services - Manchester, NH
One of Manchester NH's Leading Agents

Good Morning Barbara,  I have to say that it iis in the listing agents best interest when representing their seller to engage the buyer broker and buyer to answer questions and work to not only promote their listing but bring about a sale. This is what seperates agents trying to be listing agents and great listing agents. A great listing agent knows when to talk and when to listen. A good buyer broker knows they need to engage the listing agent to get the answers their buyer wants. Working together brings about a sale. Have a great Sunday.

Sep 16, 2012 05:20 AM #33
Ambassador
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Amanda and Jared Christiansen, YOUR Fort Wayne Realtors
Century 21 Bradley (260)704-0843 - Fort Wayne, IN
Century 21 Bradley.

That is definitely a line that shouldn't be crossed Barbara.  Very good post!                                                                      

Sep 16, 2012 05:42 AM #34
Ambassador
1,653,033
Fernando Herboso - Broker for Maxus Realty Group
Maxus Realty Group - Broker 301-246-0001 - Gaithersburg, MD
301-246-0001 Serving Maryland, DC and Northern VA

I would not have that problem if all listing agents were like you Barbara. .

Greed is the word here. .

Buyers will drop buyer agents for a little more perceived cash. .not all . .but some. .it happens everyday

Sep 16, 2012 06:36 AM #35
Rainmaker
894,712
Michael Setunsky
Michael's Commercial LLC - Woodbridge, VA
Your Commercial Real Estate Link to Northern VA

Barbara, I agree with your approach. Who is better qualified to answer the buyers questions than the listing agent. Not all agents manage to stay on their side of the line though.

Sep 16, 2012 06:49 AM #36
Ambassador
1,277,455
Erica Ramus
Erica Ramus - Ramus Realty Group - Pottsville, PA - Pottsville, PA
MRE, Schuylkill County PA Real Estate

I have had listing agents step over the line. One I called later and told her to never try to question or close my buyer again.

Sep 16, 2012 07:21 AM #37
Rainmaker
1,239,356
Elizabeth Weintraub Sacramento Real Estate Agent, Top 1% of Lyon Agents
Lyon Real Estate - Sacramento, CA
Put 40 years of experience to work for you

I think part of the problem is agents sometimes don't take agency very seriously, and they tend to think everybody is up for grabs. If you call them on it, they'll say it was their overly enthusiastic attitude that got in the way, or they had foot in mouth disease, which may or may not be true, but the bottom line problem is they just did not think.

Sep 16, 2012 08:33 AM #38
Rainer
210,075
Nan Jester
Exit Real Estate Gallery Jacksonville Beach, FL - Jacksonville Beach, FL
Realtor, Exit Real Estate Gallery

Just like any scenario, ther are rules of conduct and rules of the particular business you are involved in. Sometimes it just seems like very bad manners.

Sep 16, 2012 11:13 AM #39
Rainmaker
597,749
Bobbie Smith
RE/MAX OF THE POCONOS - Stroudsburg, PA
Real Estate in the Poconos of PA 570-242-1891,

Barbara, You are so right. If you're a smart listing agent you will help out all that you can, but stay on your side. Great post.

Sep 17, 2012 04:57 AM #40
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