It’s interesting to see the difference in what a buyer and seller perceives as professionalism as compared to the same person’s expectations for other professions. For example, successful people put a great deal of trust and confidence in the recommendations of a financial advisor, accountant, or lawyer. Many of these professionals have taught their clients never to move forward with an important decision until they have first consulted with them. Yet, in real estate, these same very cautious people will think nothing of turning their single most important asset over to a neighbor or friend to represent them when they’re buying or selling a home.
This makes no sense given the value of their homes. When a buyer or seller mentions that they’re considering giving their business to a much less qualified agent, take time to remind them the importance of having the best representation by telling them the following:
“I can appreciate your desire to help out someone that you’ve known for a long time or see often. That’s typically how business is done with less important decisions. But, think about it, your home is the single greatest investment you own. When it comes to preserving and protecting your wealth you want the best possible representation, don’t you?”
You can also add:
“After all, you wouldn’t let an inexperienced financial advisor manager your assets, would you? Even if they were related to you, it’s unlikely you would trust them with the money it has taken you a lifetime to earn. Well, that’s what you’re doing when you turn your home over to someone that doesn’t have the track record that shows they’re capable of protecting your money.”
If nothing else, you’ll get your buyers and sellers thinking about the logic behind just giving their business to someone they like.