Remaining Professional During a Pandemic

I think I speak for the masses when I say this year has been a learning experience for all of us in the REALTOR® comCYPN munity. This coronavirus pandemic has taught me so much and really

Piper Knoll solidified my belief that now, more than ever,

NAR YPN Major Investor being professional and at

Representative the top of one’s game is the key to getting your buyer into their next home. So, what does it really mean to be “professional” as a REALTOR®? For me, that answer is simple. It means making sure all your actions as a REALTOR® put your client in the absolute best position to get them under contract at the price and terms that work for them.

It’s safe to assume properties that are priced well and in good condition will have multiple offers, so here are a few rules we live by and use in our business every day. Whether you are a YPN’er or an OG in the game, I hope you find a few tips that will help grow your success in this unprecedented market. First, when you schedule showings make sure you complete your showing in your scheduled timeframe. It is not OK to show up 15 minutes late. And don’t forget to follow all the seller’s instructions while showing the property. I know this sounds very basic, but it is surprising how many homeowners complain that buyers show up outside their showing window and aren’t following instructions (even COVID-19 rules!!). This starts you off on the wrong foot if this is the right home for your buyer. If you are running behind, call the listing agent and let them know. I guarantee the listing agent and seller will be grateful for the communication! When your client is ready to write their offer, make sure you check the MLS for important details or requests from the seller regarding what they may like to see in the offer or any deadline for offers to be submitted. I strongly encourage you to call the listing agent in advance of writing an offer, but be careful of the questions you ask. Calling the other agent to see if they have other offers doesn’t give your client an advantage. Knowing what is important to the seller, like a post-closing occupancy need, warranty deed type, an antique chandelier that they would love to keep or a date that works for them for closing. This is information that will help make your offer stronger than the agents that just call to see if there are offers in hand. Giving the seller as many wins on their requests will give you a big advantage. With the speed and competition in this market, it is critical that you submit your clients best offer and that it is free of all technical mistakes. Your client may want to strengthen their offer by offering to waive appraisal, limit inspection requests, even offer significantly over listing price or include an escalation clause. However, one of the most critical things you can do to strengthen your position is to write a technically perfect offer, free of omissions and mistakes. You can’t count on a counter proposal in this market, and an offer with technical mistakes can make you look inexperienced and cost your client the property. Once you are ready to submit your buyer’s offer, make sure to include a detailed email, highlighting the strength of your offer, and introducing your buyer’s lender to give the listing agent the confidence to know that you are a professional! It is so much easier for the listing agent to present a full offer, with all necessary documents like a lender letter or proof of funds up front. The easier you make their job (with the fewest emails), the better chance you give your client! Hopefully these tips will help your buyer win their next offer; however, if your client’s offer isn’t accepted, be gracious with the listing agent. It isn’t fun for a listing agent to call and tell you their seller selected another buyer; how you handle that call could have an impact down the line. All this competition is causing an increase in buyer’s remorse, and the offer the seller accepted initially could terminate and your client could have a second chance at the home. Establishing a strong and professional relationship with that agent may earn you a call if they are going back on the market! As the market slows a bit in the 4th quarter, I encourage you to take the time to invest in your business, your skillset, and your mindset. Sharpen your skills by writing practice offers. Start NAR’s Commitment to Excellence (C2EX) to gain additional knowledge to help you grow. Focus on personal calls to your clients and providing a high level of service. Build your database and create templates and systems. You can’t go wrong when you work to build a better business through becoming more professional!