Q. Site Agents... what do you want from a relationship with a Realtor?
A. One of the differences between site agents and general real estate agents is the fact that site agents are generally the experts of their community and close surrounding areas. A general real estate agent could be showing a prospect homes in Orange Park one day, and Jacksonville Beach the next. It’s always a bonus when an agent is aware of the value in a community prior to making an offer. It makes negotiating a smoother process. There are a lot of factors that make up the value of a home such as location, great schools, amenities, convenience, not just price and square footage.
Q. How important is it to pre-qualify buyers coming into the communities?
A. It is equally important to both site agents and Realtors to set a feeling of trust with their customers. Knowing what the customer is qualified up to and what they are looking for in a home is important information to know prior to the appointment. This will lead to a positive and productive sales experience. You don’t want to set high hopes and expectations and then learn the customer does not qualify and see their dreams shatter in front of you. Knowing if the buyer meets the criteria required for loan approval is the most crucial step! No loan; No Cash = No Home; No Sale and you know what’s next... No Commission!
Q. How can we get the Realtor to be responsive when site agent is trying to follow up?
A. It works about the same way as a resale market- we want yours and your buyer’s feedback about the property that we are trying to sell. It is important to know what appeals to your buyer and what does not. Remember, we are not just selling your client a home, we are building a relationship with your customer and with the Realtor. Relationships can go a long way if you just take a few minutes to answer our follow up call. How do you think I did? What do you think can be done better next time you are in my Community? How can I help you to make your job easier? It’s not just about whether they like a home or not. Your answers can help us tailor our sales presentation based on buyers personalities, they also help us develop marketing strategies and incentives. We know you are busy. But please take the call next time a site agent phones you. It will be worth it.
Q. How can site agents work together with Realtors for the best interest of the buyers and develop a trusting relationship?
A. We are very fortunate to have such a great Realtor base in the Jacksonville MSA. I have been blessed to have worked with excellent and professional Realtors. I have found that having a good and trusting relationship even before the Realtor brings a customer to see me helps the most. Many of our happiest customers are a result of working with Realtor’s with whom I have established relationships. This also helps to keep the lines of communication open and clear. Being on the same page is critical to overcoming buyer’s objections and fears in today’s market. I enjoy developing these critical relationships with my Realtor partners. This makes working together easy, fun and the synergy produces the best result for the customer.