PHOENIX (Jan. 18, 2012) — After a full day of sessions featuring some of real estate’s top-producing agents, consumers had the last word. The CRS “Listing Legends Tell All” event today concluded with a panel featuring five recent homebuyers and sellers who delivered some real-world advice to the 180 REALTORS® in attendance.
Agents who manage to foster a sense of trust with potential clients will win more listings, panelists said. “If you can’t look me in the eye, I know you’re lying to me,” said Karen Rudnick, who recently sold her home as a short sale. She said that due to the state of the economy, her income fell 50 percent a year-and-a-half after she bought a $250,000 condominium. She tried to work with her mortgage company to get a loan modification, but they could not come to an agreement. When she found a REALTOR® she trusted to help walk her through the short-sale process, she was comfortable with the need to sell her home and move on.
Al Arpad, who has bought and sold several properties over the last decade, said the worst REALTOR® experience he had involved a listing agent who claimed to be an expert in short sales but lacked the knowledge and experience to get the job done right. Specialization is key, he said, whether REALTORS® focus on short sales, buyers or sellers. Consumers tend to look for expertise, and agents who can deliver will be rewarded with consistent business and referrals.
Rebecca Kennel, who has two masters’ degrees, said agents do not do a good enough job of marketing their professional designations and training. “Tell me why I should pick one person over the other,” she recommended.
Julia Gonzales, who recently purchased her first home, gave some more sound advice to REALTORS®: “Just be patient with first-time homebuyers. We don’t know anything [about the intricacies of the home-buying process],” she said.
Panelist Kathy Garrett, who purchased a home with her husband in the Maricopa, Ariz., area, appreciates REALTORS® who have close relationships with ancillary professionals who take part in the transaction (inspectors, loan officers and fellow REALTORS®, for example). Those relationships can help smooth the progress of a home purchase or sale. What’s more, agents must focus on engaging in two-way communication with clients to ensure that they achieve their goal of buying or selling a property. “You need to ask me what I want before you tell me what you’re going to do for me,” she said.
After all, results matter — both to agents and clients. Confidence that a REALTOR® can deliver an acceptable result helps real estate professionals win clients and all-important referrals. As Rudnick said, “I want to trust you enough to refer you to somebody else.”
