Skip to main content

Good Manners Matter For Realtors

Realtor sold this couple a home.
Realtor Etiquette

Today’s housing market is fluctuating between homeowners struggling to pay their mortgage and home values skyrocketing due to short supply. Buyers, who need to relocate or purchase smaller homes they can afford, are hit with bidding wars.   

Many sellers often don’t have a comfortable new home option.  And buyers are concerned with paying too much for a home that may lose value once the pandemic ends.  All of this makes an agent’s job tougher than ever, making manners and etiquette even more important. 

Developing Trust

As I have taught in my many professional presence workshops, successful agents know that trust is, in part, built by relating to clients through physical appearance, attire, body language, and grooming habits. To appear relatable and personable, the agent should dress in professional attire that is only slightly more formal than clients.  But what more do successful agents do to develop trust?

Greg Gordon a real estate agent with RE/MAX Gold for 30+ years in Davis, California, believes in keeping it personal.  He handles all aspects, so his clients have no worries and doesn’t believe in delegating. If clients need something, they know he will take care of it; he is the one they will speak to.  It is that one-on-one relationship he feels is important.

Brenda Fletcher, a seasoned agent with Coldwell Banker also in Davis, agrees and believes that trust should be developed through time by proving to her clients that she is not pushing them to decide—no hard sale.  Additionally, she won't represent both buyer and seller, as it isn't in either's best interest. 

The Competition

Building trusted relationships with other agents is a must if one wishes to belong to this club for the long term.  No matter the market, a real estate agent needs to be ethical. 

Both Greg and Brenda believe that treating fellow agents fairly is beneficial for all in the long run. Greg asserts, "When they call, they know I am telling them the truth.”  Additionally, “I want to walk down the street and be able to talk to them, to be respected.”  As for Brenda, if her listing has multiple offers, she always gives everyone the same info. 

Telling the Truth

So what about telling clients the truth?  Lose an immediate sale or lose respect and future contracts?  All agents should be completely truthful with clients, both agents contend, even if it isn’t what their clients want to hear.  Withholding an unpleasant truth can, and many times does, backfire; trust and respect could be lost.  For example, Greg has known agents who will tell potential clients whatever he/she feels they want to hear just to get the contract, doing anything it takes.  He adds that these are the people others shun.  

Sealing the Deal

Brenda believes and treats her clients as if they will be together always.  Of course, this includes attending to her clients from the beginning to the end, including attending all inspections.  Greg agrees and adds, “Buying a home is such a huge event in a person’s life.  It can be stressful when they find that perfect home and the keys are handed to them."  Knowing this, Brenda meets clients with Champagne as they turn their keys for the first time and encourages them to call her if there are any problems, including offering clients a list of contractors. 

Dos

  • Dress a bit more formal than clients.
  • Inform potential clients of your first name and how long you have been in the business. 
  • Contact clients often, even when there is no news.
  • Turn off cellphones when with clients unless it benefits them—including Bluetooth.
  • Return all calls and emails in a timely manner.
  • Handwrite thank-you notes to clients (buyers and sellers). 
  • Forward contracts to other agents in a timely manner. 
  • Leave a home exactly as you found it, including removing shoes when entering a home.  
  • Ensure children do not touch anything during a showing. 
  • Offer candid feedback from your buyers to the listing agent in a timely manner. 

Don'ts

  • Don’t be late for a showing; call if it is unavoidable. 
  • Don’t leave doors open or lock doors that were not locked.
  • Don’t use the bathroom. 
  • Don’t hide the lockbox.
  • Don’t kill the messenger.  When an offer is not accepted on either end, it is not the agent’s fault. 

In Summary

Yes, this is a frightening time for home buyers and sellers.  And yes, it is an exceptionally difficult point in time for real estate agents.  However, as I've witnessed in my 20+ years of teaching etiquette, those with the best people skills—good manners and proper etiquette—experience more success than those who do not.  Greg and Brenda both appear to exemplify this.  As a result, both are successful agents here in Davis, CA.

More by Rebecca

The Importance of Protecting Your Brand  

How Our Actions Can Affect Our Professional Image 

Time to Polish Our Professional Presence

Labels:

Comments

Post a Comment

Popular posts from this blog

Follow These Steps to Get the Job You Want

  Preparing for the Interview For over twenty years as an etiquette professional, I’ve trained countless job seekers.  Not much has changed in those decades, except our expanded use of technology.   Today, we can apply for a job using Social networking sites, such as LinkedIn.  We commonly use an email program to contact an organization’s HR department.  Additionally, we live on our cellphones.  Many times, we use these electronic appendages to reply to those HR departments and recruiters.  Some of those calls and emails could be the difference between a future job and a trip to the unemployment office.    Consequently, it would benefit all job seekers to follow a few of my suggestions.    Consider Your Use of a Cellphone Sure, texting is fast and convenient.  However, it’s not the best method to use for answering emails from a recruiter or anyone else who may be trying to assist you in your job hunt.  These replies should appear professional and well-thought-out.  Therefore,
Post a Comment
Read more

Job Searching Tools

You lost your job?  Unfortunately, you are in good company.  To help you on your reemployment journey, check out a few free resources to help you prepare for the job search and connect with employers like:  monster.com ,  careerbuilder.com , and   usa.gov/job-search . In mining the Internet, you can find even more than just print advice.  Many sites include videos detailing advice for preparing for the interview.  All of this is free advice and available to all who have the time to search.   However, don’t just lock yourself up in your home office. Get out and meet others in our business/career of interest.  Call companies of interest to request a meeting. Visit career centers, especially from your alma mater. And don’t forget your friends and family.  Let them know about your job search and ask for job leads.   When laid off try to view it as an opportunity to reach for the job you might not have considered possible.  Reassess your education, talents, and skills, and consider
Post a Comment
Read more

Internships Can Lead You to Your Dream Job

  How to Get the Job You Want Let’s face it, even with the best education, the job market is a tough place to be.  It is incredibly tight and expectations of the newly hired are high. So, what is someone with little work experience to do?  As an etiquette consultant who trains job seekers, I always suggest internships for those who are still in high school and college.  Still, all can benefit from what a good internship can provide. What are the advantages and benefits of an internship? As your coworkers and supervisors evaluate you and your work habits, you are best able to evaluate how it would be to work in that business and for that particular company full time.   The internship also provides an opportunity to develop a work ethic and polish your people skills. Dealing with the scary people and learning new skills. More than likely, you will be learning new skills, as the work required may be a new experience for you.  The business may also have unique methods that yo
Post a Comment
Read more