Earning trust – and referrals – from other pros
By earning the trust of your fellow Realtors®, you can expand your personal network and generate referrals that result in new sales. As Boca Raton broker Andrew Barbar says, "Buyers and sellers come and go, but you work with other sales associates every day.” Start by learning and practicing the Realtors’ Code of Ethics.
Ethical conduct and a good reputation can go a long way in the real estate business. As many sales associates have learned, top-tier producers will sustain your success and show your properties because of your professionalism. Conversely, if you lose the respect of top-tier producers, you also lose the potential for significant business from their customers.
“As an agent, you'll co-broker more deals than you'll do on your own," says Andrew Barbar, broker, Keller Williams Realty Services, Boca Raton. "Buyers and sellers come and go, but you work with other sales associates every day.
With that in mind, here are five top ways to shine up your professional standing with other real estate pros:
1. Practice NAR's Code of Ethics - The National Association of Realtors' (NAR) Code of Ethics and Standards of Practice largely measure the differences in trust and service between Realtors and other real estate licensees. Your faithful practice of it demonstrates your professional character.
2. Earn Advanced Designations - The average consumer, and even some real estate pros, may not know what the initials "CRS" or "ABR" stand for, but these advanced professional labels pay off in very real ways. Going the extra mile to enhance your knowledge can only garner respect from your peers.
3. Pre-qualify Your Customers - It's highly advisable that sales associates send customers to mortgage brokers, lenders or banks for prequalification letters prior to presenting offers. Doing so is not only in the best interest of selling associates and their clients, but also part of being a good professional.
4. Stay on Top of Disclosures - Other sales associates rely on you during the sales process to "know your stuff" when it comes to disclosure laws. To stay abreast of new developments in this area, talk about it with your team of professionals that includes lenders, home and termite inspectors, insurance companies and real estate attorneys.
5. Stay Involved - Realtor sssociation participation can help you build your business and reach success even sooner than you may have done on your own. Board-sponsored events provide education, training and information, and serve as a gathering place for the Realtors with whom you may want to do business.
SOURCE: April 2005 Florida Realtor