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Why Can't We All Just Get Along

Written by: Gary Silverman

Article Overview: I have spent the better part of this year consulting with the Real Estate industry and I have had my eyes opened to the inherent problems of an untrained, inexperienced, unsupervised sales force let loose in the marketplace. Agents are independent contractors and left on their own to generate sales, find prospects, and close deals. Some are resale agents, others sell in new home communities. Usually during difficult times people bond and look to each other for strength and empathy, more like a team. What I have found is quite the contrary.

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Why Can't We All Just Get Along

There seems to be a blanket disregard and disrespect for one another. Poor communication has become the benchmark in an
environment that has become adversarial rather than congenial. Where there are two agents on the sale of a home they are in effect on the same team, professionals advising buyers and sellers in the hopes of arriving at an acceptable offer for a home.
The agents share the same commission on what really is one sale. So why wouldnʼt they be working together towards the same goal? Yet they act as if they are competing with one another and often times get in the way of the sale. If an agent is assisting a
client in the selection of their next home wouldnʼt it be wise to learn everything about the prospectʼs needs prior to selecting homes to show? Without that knowledge, the agent is at risk of showing properties that donʼt suit the clientʼs needs, ultimately causing the client to seek another agent. I am hearing from agents that they are not getting feedback from the agents showing their listings. This information can be helpful to the listing agent to provide feedback to improve their listing making it more marketable for a future prospect. I am also hearing agents complain that their phone calls are not being returned. An accomplished realtor relies on the phone 24/7 to conduct their business. That coupled with texting and e-mail makes it inexcusable for an agent to not contact each other. Treat others as you wish to be treated. A successful agent should solicit input from their client immediately after a showing to determine their interest level, if any. That feedback is invaluable in helping the agent determine what other properties to show. Letʼs not lose sight of the fact that there is a seller who facilitated the showing of
their home with the inherent disruption to their day. Isnʼt it fair to them that they get feedback? So what is going on here? Many people were attracted to Real Estate as a career during the active market years. Perhaps they didnʼt possess the proper selling
and social skills to professionally perform their job. Hopefully these individuals are seeking other careers now that the market has become more challenging. If you are an experienced, licensed Real Estate agent please take this advise and be a better partner.

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Article Tags: active market, benchmark, buyers and sellers, disregard, disrespect, disruption, e mail, future prospect, interest level, next home, phone 24, phone calls, poor communication, real estate as a career, realtor, risk, team professionals, texting, yea

About the Author: Gary Silverman
RSS for Gary's articles - Visit Gary's website

Based in Atlanta, Gary takes a unique and innovative approach to the daily realities of the business world. A contrarian and eternal optimist his spin on life is always entertaining and thought provoking. With over 25 years as a top executive in the Retail Automobile Industry, Gary is no stranger to cyclical businesses. He focuses on simple solutions with proactive change, always looking for opportunities to expand the business within the business. As a trainer and seminar moderator, Gary tailors his message with a common sense approach to problem solving. Always committed to team building and personnel development, he manages with an eye on reducing turnover by creating an environment that builds a bank of promotable employees, believing this is the most effective way to advance a company to the next level. For the past three years Gary has been committed to measuring the “Customer Experience”. There is more to learn from prospects who are NOT buying from you than those who are. His analysis has been an eye opener to his clients which leads to extensive changes in the way they do business.

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