The Proper Care And Feeding Of Agents

By
Real Estate Agent with International Properties and Investments LLC
The Proper Care And Feeding Of Agents

  • Do you know who your best customers are? networking with real estate agents
  • Do you know who the largest segment of your SOI is?
  • Do you know who has the largest pool of buyers?

We discovered many years ago that the answer to this question is real estate agents. I am blessed in that most of my friends are local real estate agents and of course agents on Active Rain.


We have a very interesting and the most unique profession in that our very competition is also our very best customer. You will not do well selling your listings if you have an attitude problem and are difficult to work with because agents will not wish to be around you. They will show your listings but cringe at the thought of having to present an offer on your listing because you are a jerk. I do not see the other agents as competition but rather as allies and assistants to sell our listings.

What are some of the ways in which you can cultivate your relationships with other agents? Let us start with your local agents:

  • Go out to lunch with one agent per week. I have made some great friends this way. Of course we talk shop but there are other things you talk about as you get to know one another. Do not bring your listing brochures with you! Use this time to listen to them and get to know them. The more you ask questions the more you will learn about the other person.

  • Attend networking events and local board events. This is a great way to meet several agents at one time. Do not start your conversation with, "I have this listing..." Ask them about their listings! Ask them how you can help them! You will be amazed as you do this how you will gain not only some great friends but also agents who want to show your listings.

  • Hand deliver your listing brochures and invitations to Broker's opens to the Real Estate offices in your area. As you begin to frequent the same offices over and over again, you will soon be recognized and agents will begin asking you about your listings.

  • Hold fun Broker's Opens that agents will be sure to remember. You can create a loyal following of agents this way. If you know Patricia Kennedy; you can invite her over to play a symphony for them on her flute. Have drawings for nice gifts like dinner gift cards or gas cards.

  • When agents call us for showing instructions on certain listings we create a rapport with them over the phone. If they are agents we know, we chat a bit and build the relationship some more. If we do not know them, it gives us the chance for a brief moment to be courteous and kind with the goal that they will be drawn towards us and our listings because we answered our phone, we returned the call and we help them with any questions they may have. We have been doing a lot of this on our short sale listings. This way we can assure them that they are in good hands because we get our short sales through.

Another great benefit to befriending the agents in your area is that you can also get referrals from them and give them. How do you do that with a local listing? If your listing is about to expire and your seller does not want to renew with you, suggest them to talk to the other top agents in town. Then have an agreement with those agents that you get a referral fee if that sellers lists with one of the agents you turned them onto. When we are very busy we refer all our buyer leads out. Even now that we have a buyers agents there will still be times where we will need to refer the buyer to one of our agent friends. We also use the tool when we are on a listing appointment and they choose not to go with us, ( this is rare these days) we give them a list of the top agents in our area to interview and recommend them. We will get a referral fee if they list with one of the agents on our list.

By the proper care and feeding ( nurturing) of your fellow agents you will create great advocates of your listings. We make sure it is a pleasure to show our listings. Agents will go out of their way to find buyers for your listings if you treat them well. Begin cultivating relationships with the agents in your area and watch your garden of listings grow!

Katerina Gasset Subscribe to my Blog

Katerina Gasset Real estate coaching

Katerina Gasset, CIPS, Realtor ®, Business and Life Coach, Speaker and Author. Reach Katerina at: 561-753-0135

Disclaimer:The information provided herein is supplied by several sources and is subject to change without notice. Wellington Homes Blog does not guarantee or is any way responsible for its accuracy, and provides said information without warranties of any kind, either express or implied. Entries on Wellington Homes Blog represent the opinions and ideas of the author(s). Wellington Homes Blog does not express the views of International Properties and Investments, Inc or those of the broker.

Copyright © 2008 By Katerina Gasset, All Rights Reserved.. *The Proper Care And Feeding Of Agents* Contact Katerina Gasset for Customized Business and Personal Coaching.







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Comments 86 New Comment

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Rainer
253,830
Cindy Lin
Staged4more Home Staging & Redesigns // EcoJoe

It's so very true! There are enough business out there for everyone, there is really no need to be mean to each other. After all, real estate is a people business, it takes teamwork to get a deal done! Although I am a stager, I am the same with my competitors. You never know who will send business your way.

Cheers,

Cindy 

April 20, 2008 11:53 PM
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Nestor & Katerina Gasset
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Cindy Lin- There is ONLY more than enough! The universe is abundance. There is ALWAYS more than enough of business, food, life, and more. In your business being a team would also be very lucrative in the long run. Thank you for sharing your abundance attitude:) 
April 21, 2008 08:27 AM
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Vicky- I don't view other agents as competition because to me competition is a scarcity mentality. I choose to believe in abundance and that there is always more than enough to go around. Nestor on the other hand, does see things in a competitive form and he is very competitive by nature. So we view from different colored glasses.
April 21, 2008 01:43 PM
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Diane- What better way to take a break from the busy life all around you. You have to eat lunch anyways! Just do it with an agent who then becomes a friend. It will pay off in relationships and in your income level. 
April 21, 2008 02:16 PM
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Terry- Thanks! I enjoy lunches with agents too. It feels good to talk to those who are in the same trenches you are in. 
April 21, 2008 02:19 PM
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Greg- Networking is the name of the game!  And yes, the icing on the cake is a new friend. Thank you for taking the time to comment on our blog. 
April 21, 2008 02:31 PM
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George- That is a great idea. We hold brokers opens too but never the cooking for others part. Ours are catered here. But what a great idea! I love it! 
April 21, 2008 03:13 PM
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Natalie- Shower her with kindness consistently and she will have to give in one day! I am sure you are the nicest agent in your town. Thanks for sharing. 
April 21, 2008 04:06 PM
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Kim-  Thank you for that reminder. I used to do and then got out of the habit. It is now back on my list. That is an excellent idea. 
April 21, 2008 04:07 PM
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Alexander- Thank you so much for your wonderful and kind words. Your check is in the mail:).  Thank you for running one of the best groups on AR! I look forward to sending referrals back and forth.

April 21, 2008 04:09 PM
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Sharona- Thank you for commenting. If you focus on the nice and courteous agents and go out of your way to befriend them first, you will be amazed at how the sour ones begin to disappear. 
April 21, 2008 05:34 PM
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Misty- Welcome to Active Rain! It is so good to feel of your cheery attitude! Feast to your heart's content. You are among the greatest of the great right here on the Rain! 
April 21, 2008 05:44 PM
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Brad Taylor- Why, thanks a bunch! 
April 21, 2008 05:54 PM
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Vicky- Set up one appointment per week with an agent for a lunch date. Even just start with 2 times a month, at the end of a year you will know 22 more agents. Of course, you will be having lunch with the ones you make friends with more than once a year! Target about 5 to 10 agents you would like to get to know and start with that. 
April 21, 2008 06:50 PM
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Ellie- Thank you so much for commenting on my blog. I appreciate each of your comments. Networking has a great side effect! Friends! 
April 21, 2008 06:59 PM
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HELLO EVERYONE! I hope I responded back to each of you. I do not think I missed anyone but if I did, please let me know and I will surely respond to your comment!
April 21, 2008 07:01 PM
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Margaret Rome, Baltimore Maryland
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 Nestor & Katrina, This is so very true

''We have a very interesting and the most unique profession in that our very competition is also our very best customer. ''

Congratulations on a well deserved featured post.

April 25, 2008 08:52 PM
Rainmaker
483,255
Karen Rice
Northeast PA & Lake Wallenpaupack Home Sales
WEICHERT, REALTORS® Paupack Group

The property that I closed on a couple weeks ago came about because of a lunch date with a fellow agent - we used to work at the same office and became friends while there.  

we went to lunch one day in March, and she said "Hey, I have a new listing ...." further discussion found that it was perfect for my buyers.  We got in to see it before anyone else, and had it under contract in a matter of days - while other agents were still scrambling to get their buyers to make appointments.  LOL

Great Post, as always!!!! 

April 28, 2008 01:19 PM
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Margaret Rome- Thank you! I hope you have a wonderful week! 
April 28, 2008 07:19 PM
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Karen- Good for you! See how it works! Thank you for sharing your story! That is awesome and proves that networking with agents on a more friendly level, such as going to lunch, works and is worth the effort. Plus you have a friend! 
April 28, 2008 07:20 PM
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