what it takes to be an ELITE agent:

negotiation?” she explains.

Margenau illustrates how critical agent expertise can be, citing a recent listing that garnered eight offers in a week. However, three were incomplete, lacking essential information. In Orange County, Mariann Cordova with Berkshire Hathaway HomeServices California Properties encounters similar scenarios. “Many who entered real estate in the fast-paced pandemic sales climate don’t know how to do things. In the pandemic market, they could get away with it. Now it’s a little harder,” she says. “Experienced agents have been around the block, have more real estate education and experience. With every transaction, you learn something new.”

“A lot of times, I work with the other agent to move them along the process because they haven’t done it before,” says Johnston. Even in instances where others are tempted to terminate an offer, Johnston helps them understand negotiations are just starting.

Another criterion expert listing agents look for is proof of funding, which has always been a requirement of the upscale market, even for a potential buyer to view a property. And sellers’ agents are expected to verify funding.

Excellent skills are essential, but understanding the mindset of buyers and sellers in a high-stakes sales climate is equally crucial. “It’s important to be sensitive to people’s needs, because we’re not just selling four walls or property. We’re doing a lot more than just a transaction. Rather, we’re selling lifestyle,” shares Stambook.

Forging Real Connections Virtually

Regarding connecting with clients, Bob Hurwitz, founder and CEO of Hurwitz James Company, says, “I think Zoom calls are a real boon in terms of brainstorming and negotiating with multiple parties as opposed to conference calling. You are able to impart more information with more of an impact when you can see and interact, albeit remotely, with the other parties. Also, because my business often involves clients, their business managers and lawyers, often in completely different parts of the world, it affords a connection