After reading my previous post on What You Should Never Do as a Real Estate Agent, it’s time for the flipside – what you should always do!
When I started out I never had a written step-by-step action plan of what to do as an agent. You study for your test, you get certified as a Realtor, you get your license and then get shoved out the door with a “Go Get ‘Em Tiger!” Meanwhile, you’re looking out at other agents getting massive success as an agent and you think, “Why are they successful and I’m here with absolutely no clue what I’m doing?”
It’s an interesting question – why are some real estate agents successful and some can’t even get an appointment with a client? It comes down to two things: knowledge and action. Knowledge of what to do in every situation. Knowledge of the laws you must follow. Knowledge of what to say to clients. Knowledge of negotiation tactics.
Perhaps even more important that knowledge is action. After all, knowledge isn’t really power; knowledge is only potential power. The actual definition of power is the ability or capacity to perform or act effectively. So if you want the power of knowledge, you have to put what you’ve learned into action!
By giving you this list of what to do (and my previous list of what not to do) this is going to give a solid base of good practices for a real estate agent, especially for rookie agents out there lost. Of course, there’s way more to learn – from getting real estate leads, to closing a client, to getting referrals, to advertising yourself and your listings, to getting yourself a real estate team, including real estate assistants, buyers agents, and listing agents on your team.
When Showing a Home
Always return any appointment phone calls promptly.
Always become acquainted with the property before you show it.
Always be prompt and arrive on time to showing appointments.
Always call the other party if you will be delayed or if the appointment will be canceled.
Always follow any instructions given to you by the seller when showing your listing and making appointments.
Always qualify the buyer before showing the home.
Always use the sidewalk.
Always wait outside if another agent is showing the property when you arrive.
Always report any odd odors, broken windows, broken locks, etc to the listing office.
Always inform the other agent if there is any inaccurate information on the listing.
Always leave your business card.
Always close all drapes and/or blinds which were closed on your arrival.
Always turn off all lights not on at your arrival.
Always lock all exterior doors before leaving.
When Dealing With Contracts
Always present all offers you’ve received to the sellers in that same order you’ve received them.
Always invite the selling agent to be present when presenting the offer to the sellers.
Always encourage the sellers to put any counter or rejection offers in writing.
Always specify in writing exactly what will stay with the property.
Always prepare qualifying information for the listing agent.
Always verify that the buyer has applied for the loan.
Always keep track of the time for a loan commitment and extend the loan commitment date before the time runs out and the contract is void.
Always notify the listing agent once the loan has been approved.
Always remember that the listing agent presents the offer.
Always allow privacy for the listing agent and the seller to discuss the terms of the offer.
Always use the most current version of the contract and fill out all required fields.
Always include all license numbers on the contract.
Always provide enough copies of the contract for all parties.
Always leave a copy of the contract and forms with the buyers and sellers when signatures or initials are obtained.
Always have any changes to the offer initialed by the parties.
Always provide copies of the final contract once all signatures are obtained and contract has been finalized.
When Courtesy Counts
Always call other real estate agents during normal business hours if possible.
Always respect other real estate agent’s family time in the mornings and evenings.
Always identify yourself immediately as a real estate agent and/or Realtor when calling an agent or when scheduling showing appointments.
Always leave a clear message with the information you desire on an agent’s voicemail so the agent can return your call with the required information ready.
Always sound out your phone number slowly on the voicemail, repeating your name and phone number twice.
Always respond promptly to all inquiries.
Always give out explicit directions with the street name and number.
Always fill out the MLS listing form with every detail possible.
Always have access to the listing property with key and showing instructions.
Always return keys to the listing office on a prompt basis if you’ve borrowed them.
Always contact the agent or broker if there is a conflict on procuring cause or selling commission.
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