5 Ways to Elevate the Real Estate Profession

Professionalism is a word that gets thrown out often in business, but in real estate it has an added meaning.  In this business, we are responsible for guiding the public through what is usually going to be the biggest transaction of their lives.  In this business, we communicate to the public in everything that we do - from billboards on the highway to something as simple (and far-reaching) as MLS photos.  In this business, we rely on a basic tenet that the other REALTOR we are talking to is honest and trustworthy in what they say.  I find when reviewing the Duties Owed by a Nevada Real Estate Licensee form with clients, they are often surprised to know we REALTORS can not lie to each other.  Despite what they see on HGTV, we are actually obligated to let clients know about material defects with a  house instead of gloss over them.  They also are often surprised to know that we don’t take every client on that we talk to, and every REALTOR can’t help every client situation. 
 

One mission I have in my time as a CRS leader and in real estate in general, is to help elevate the standard of professionalism for REALTORS.  It is, in my opinion, the single greatest threat to our industry.  It isn’t huge websites or banks, or the federal government, or the economy.  The sad fact is many consumers do not view REALTORS with respect.  Many do not respect our time, our knowledge or our integrity.  It hurts me as a professional REALTOR (and presumably you) when another agent doesn’t understand or have the knowledge needed to act as a high-level professional.  It doesn’t matter whether they do 60 deals a year or 2.  I have come up with 5 extremely simple ways we can elevate professionalism.  If you agree with them, make a point in the next transaction you do to have a friendly chat with an agent who may need a helping hand.  We can’t just sit back and rant about these issues on Facebook and expect them to change. 

Here are my 5:

1. Take better photos. 
   It’s deceptively obvious - but think about this, over 80% of buyers look online before they look at a house.  That means the general public sees our narrow, phone photos of the laundry room or the kitty litter box, or a dark room, and think that’s the industry standard.  Do you think this belief will hurt YOU on some future listing consultation when they ask what your value is?
   
   
2. Prepare a property for showing. 
   I don’t mean hire someone to stage it (though that’s always a good value proposition for higher end properties), but do it yourself on every single property.  Are you willing to list a property that is cluttered, where you can’t see the kitchen countertops, with dangerous or loud animals in a bedroom or backyard, or with pet stains in the carpet?  I show homes regularly like this, and while I understand some people have challenging situations, as an agent, I have turned away clients in these situations before.  There are many solutions to help a seller show their home better - are you having the tough conversation with them?  Have you told them about PODS, or boarding an animal with friends, or services to help them de-clutter or pack?
   
   
3. Prepare a seller for showing. 
   This is the #1 way I know I will have a professional experience with a listing agent before I even send them an offer.  If the seller steps outside and lets the buyers see the property as someplace they can live, if the sellers are responsive and easy to reach for showings, if the lights are on, and the windows open… I know this seller is well prepared. 
   
   
4. Have your buyers come to your office first. 
   In this day and age of concerns on REALTOR safety, I am always surprised how many agents will go into a vacant house to meet someone they only know by first name.  Do your due diligence on your own client, and do it early.  Do they truly have the funds to close?  Are they qualified - if they are, talk to the lender, and make sure the lender has verified their income, assets, and has their documents.  Don’t assume the lender has explained to them about subjects like closing costs or earnest money deposit (it’s crazy how few lenders really make these things clear).  When a professional REALTOR presents an offer, I know it because it’s prepared and they pre-answer my questions on the buyer’s qualifications.
   
   
5. Educate yourself. 
   I know REALTORS with decades in the business who are always learning, and growing via classes (not just the mandatory ones), networking events, mastermind groups, coaching, and designations like CRS.  Do you know what the market is doing right now?  How often are you at your board of REALTORS for a committee meeting (even as a guest), to see what’s coming or what the major challenges are? I learn so much just from being on Forms Committee and YPN, you should be ahead of the curve, not 6 months behind it (as many REALTORS are).

If you have more ideas on how to increase our professionalism as an industry, please let me know!

Originally published on ActiveRain, June 7, 2016.