Be Here, Now.

I had a conversation with someone today about the idea that a "Real Estate Agent" is becoming a dying profession. I was quick to defend agents (as I always am), and then came up with counterpoints to my defenses before before they even came out of her mouth. Don't get me wrong, I think there's a special seat saved in heaven for every real estate professional out there. I know that the work we do is invaluable (although, the money's nice). I have to admit though, her points were pretty valid. I also have to admit, it scared me for a minute. However, being the optimist that I am, I decided to sit down and make a list of problem-solving techniques for each of her negative points.

The first argument was, of course, buyers/sellers/renters have access to the same information that we do. True. Anyone can go on a computer, log onto one of the million real estate-devoted web sites out there, and find out about a house. Depending on what web site they're on, they can probably find out the listing agent's name and info. Bottom line, we are undeniably on par with our clients when it comes to factual information on a house. What about history, though?( I'm saying this coming from a purchasing standpoint because sellers are a whole different ball game). Aside from driving by the house a few times over the past three years and seeing listing signs, they have no idea why 5 different real estate companies have held this listing and that the seller isn't negotiable. They also don't know that the house is three weeks away from going into pre-forclosure because the seller needed to sell two years ago and has rejected every offer that's come in (Of course, this is all hypothetical...or is it?). Another thing, and perhaps the most important thing, our clients only have access to information we put out there. I truly believe that a little mystery keeps a relationship alive. No need to over-share before really getting to know one another, right? Something I like to do (well, now suggest doing) is to list a house, regardless of how expensive/inexpensive it may be, at "price upon request." As a listing agent, the buyer MUST come to you to find out that information. It gives you back the upper-hand. As a buyer's agent, that "price upon request" will become factual information you have and your buyer doesn't. They will need you. A little mystery never hurt anyone. C'mon, People. Why buy the cow, if the milk is free?

The second argument she gave me kind of goes along with the first. She feels that (and please, ignore the morbidity in this statement) once the older generation of both agents and customers pass on, the younger generation will wipe out the need for a the client/agent relationship. To sort of piggy back off of my first point. Yes, the younger/computer-savvy customers are living in a "do it yourself" mindset. They're independent and smart, which is why they will come to find they just plain old don't have the time. There's a reason why being a "Real Estate Agent" is a profession. (shocker, right?) Real Estate, for most people, is a full-time, 'round-the-clock job. I don't know about you, but if I had to take on a full-time second job, I wouldn't be able. I'm questioned a lot by customer as to why they need an agent. I always answer the same way. I ask "Do you have a full-time job?" Hopefully, they say "yes." (I have answers for the "no's," but it's more of a why-the-hell-are-you-buying-a-house-now-you-need-to-save-your-money kind of answer) I then respond simply by asking "Do you want another one?" If you can find me someone who says "yes" to that and means it, I'll give you $100. The last thing someone wants to do, is spend their few and far between free moments sifting through hundreds of listing. I also make sure I explain to people how much inventory is out there right now. I did a search for a friend of mine today and came up with 240 listings. That was with having detailed search parameters. Because it's my JOB, I have no problem doing that. If it wasn't though, I'd get fed up real fast. My point: Yes, the younger generation certainly has a more fast-paced-we-want-it-now-attitude, but there is nothing fast-paced about searching through listings to find the perfect house. Most people are very excited when they first start their search and look through a million houses, but, by the second week of searching around and not really understanding what they're seeing, they call me. People think they don't need us until they try to do the work themselves.

The last point she made was that people can easily list their homes as FSBOs and save money. I get it, commission is expensive. You know what's even more expensive? Advertising. You know what's even more expensive than advertising? Using your own money to do it, and not building it into a sales price. I've brought up the point before that sellers really don't have a grasp on how to come up with a comparable market analysis. They are unaware of the different details that go into the equation to find accurate comps. Because we have this knowledge, we are able to build both our commission and advertising expenses into a sales price. Not to mention, a home gets much more exposure listed with a reputable real estate company than it does as a FSBO. Essentially, they end up spending less money by paying us a commission. Again, this also goes along with the idea of taking on a full-time second job. You don't just put a sign out in front of your house and collect a check. You need to take phone calls, have open houses, always be there when the house is being shown, market the property and directly hear all of the negative feedback. Something I think a lot of seller's don't see as an obstacle when listing their home as a FSBO, is how cruel people can be. When buyers walk into a house, they mostly point out what they don't like. We're in a market where they've seen everything. They know what they want, and they don't hesitant to point out what they don't. Sellers, these comments WILL offend you. You've put your heart and soul into your home. We recognize that it's your "home," but to us, it's just another "house." Why not have a non-emotionally attached middle-man intercept these critiques, and soften the blow a bit when the message is relayed to you? Your house is a disaster. You happy, now? Didn't think so.

The moral: Real Estate is not dead, dying, or even remotely ill. We have all of our shots, eat well and exercise. We are an ever-progressing, vital resource, and should recognize ourselves as such. These times may be changing, but we're riding shot gun.