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What Buyers Want in a Real Estate
Agent
According to a recent survey by the National Association of REALTORS
(NAR), consumers wanted three qualities in a real estate salesperson:
Enthusiasm, knowledge, and honesty. The first two of these are
relatively easy to observe in an agent. You can observe an agent's revel
of enthusiasm as you visit open houses. If the agent says to you as she
lounges on the couch, "Just come in and look around. If you have
any questions, ask me," you can bet that the agent isn't too
enthusiastic about selling homes-or, at least, selling that home. Who
has the most enthusiasm? Generally, the newer agent. We insiders say
that the new agent doesn't know it can't be done, so he does it. In this
chapter, we'll t1lk about the pros and cons of choosing a newer agent to
work with. What about level of knowledge? You want someone who knows a
Jot, don't you? Yes, but. . . it depends on how the agent drops that
knowledge on you. Some agents try to impress you, overwhelming you with
facts and figures-before they've even asked your name. These agents are
so busy telling you everything they know, that they don't find out what
you'd like to know. This is the kind of agent that causes buyers to
complain that "the agent didn't listen." With information
available today to you from many sources, you needn't be impressed by
mere knowledge. Be impressed by an agent who listens to you, then
gathers and prioritizes information in a thoughtful, meaningful way.
Could that be a newer agent? I think so.
What about the last quality, honesty?
Most buyers want to work with an agent who is honest with them and with
other parties to the transaction. However, you can't determine whether a
person is honest by asking directly, "Are you honest?" A
person demonstrates his honesty through his actions. But, you don't want
to start working with an agent and find out, through his actions, the
agent isn't honest. Then, it's too late. How are you going to find an
honest agent? By checking references. That's why the best source of
candidates for your agent is referrals. They can tell you whether an
agent has acted honestly.
Besides the qualities I've listed, what
other qualities are you looking for in a real estate agent? Two of my
favorites are tenacity and assertiveness. I want an 4gent who doesn't
give up, because I may need him to go to bat for me during a difficult
negotiation. I want him assertive enough that he won't back down if he's
bullied by a listing agent or a seller. Take a minute and jot down the
qualities you're looking for.
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