Pocono and Lehigh Valley Real Estate Blog

An Ode to an Agent

It’s always been my belief that five excellent real estate sales associates are better than 100 marginal ones. The good news is that I have always been fortunate to work with excellent people. The bad news is that there are many marginal real estate sales associates out there leaving the public’s perception of the real estate industry in general and agents in particular in a less than positive light.

Here’s what excellent real estate professionals possess that others do not…..

EXCELLENT REAL ESTATE PROFESSIONALS:
Know their market; Know the market – these two factors are tied together, yet very different.
Knowing their market means being a comprehensive resource about the community in which they do business in order to help buyers and sellers truly understand the marketplace. They must appreciate the many demographic and socio-economic qualities of their community and be able to articulate how and where to get information on school systems and the educational climate as well as cultural and entertainment outlets.
Knowing the market considers that a real estate sales associate knows what type of situation a buyer or a seller is in. They must be able to communicate the situation to customers and be able to develop a plan to help the customer reach their real estate goal.
Have Buckets of Integrity – This is a “no brainer.” Work with people who have a long history in the field, who have been acknowledged for their work, who are professional and have the customer as their focus, not themselves.

Know what they are doing – Real estate is not easy. Whether developing marketing strategies to sell a home or pulling out all of their best negotiating skills when representing a buyer interested in a home, real estate sales associates need to know the entire process from initial contract to popping open the champagne bottle.

Listen to their customers – The cornerstone of our business philosophy at Commonwealth Real Estate Your Way is following the Platinum Rule – of treating people the way they wish to be treated and accommodates the feelings of others. That process starts with LISTENING first.

Have exceptional communication skills – This doesn’t mean they are slick and can “talk a good game.” Having exceptional communications skills means
1) saying what you will do and doing what you say
2) being able to clearly tell a client what to expect in the process
3) staying in touch with the client and keep them up to date
4) taking responsibility for what has been said

Ability to change and adapt – Sales associates who get into the profession in the “good” times often find themselves hurting in the leaner, more difficult times. Why? Because they got in for the wrong reasons. Exceptional sales associates are in it for the customer and are in it for the long haul. The exceptional agent is able to adjust their efforts during different cycles of the real estate process and help their customers regardless of the market situation.

Has an interest in continuous improvement and enhancement of skills – take a look at the credentials a prospective agent has as part of their resume. If they got their license and stopped educating themselves, best move on to another agent. You want to work with an agent who has continued to improve their skills, has gained certifications in specialty areas and who is active in their local REALTOR association. Those are the agents that know all the trends and the newest technologies and strategies to help you with your real estate needs.

Is a Professional – This is right up there with integrity. It’s a “no brainer.” You want to work with an someone that looks professional, acts professionally on your behalf, represents their agency well and represents any of their affiliations like the Association of REALTORS well. No one wants to do business with a sloppy, inexperienced or lazy waiter, accountant, or teacher – why do business with an unprofessional real estateprofessional?
Are REALTORS
You wouldn’t go to a doctor that isn’t backed by the American Medical Association (AMA) – would you? Then why work with a real estate agent that is not a REALTOR? REALTORS adhere to a strict code of ethics, they are constantly updating their skills, they understand the marketplace and use specialized tools to help properly price a house, they are experts in preparing a home for sale and already know active buyers that can be matched with sellers. REALTORS have taken the extra step to ensure you are getting the best of the best.