By Rich Harvey, CEO & Founder, propertybuyer.com.au
A headline caught my eye recently for all the wrong reasons: “Rude: 24yo real estate agent shares wild text message”.
The article told of an appalling tale. A young real estate agent received a text from a potential buyer that simply said “Price!!!” – an ambiguous request providing zero context. She replied with “Hello, For which property?”
In response she received a curt message labelling her as “completely useless”.
As it turned out, the property in question was going to auction, meaning no fixed price was available — a common industry practice.
Dumbfounded as to why there was so much ire, the agent shared the exchange online, only to receive even more backlash.
The general disdain for real estate agents was directed firmly her way with commenters quick to point out that it was “annoying” agents don’t price all listings, with many saying it was “infuriating” behaviour.
The agent also revealed that people are rude to her daily when she’s simply trying to do her job to the best of her ability. It seems that most people don’t believe being offensive and confrontational when it comes to real estate agents is wrong.
I, however, know for a fact that there is no upside to this approach… especially not for the buyer.
The selling agent’s role
As in all things, context is all-important.
The primary role of the selling agent is to get the best possible outcome for their client, the vendor. That’s usually the maximum price and/or favourable contract terms.
That also requires them to be courteous and accommodating to buyers. They must also provide the required information to see an offer put forward, but only so long as it serves the seller’s interest.
Agents must deliver on established legal and ethical requirements. They cannot withhold important information that can materially impact the value of the property, for example crucial but hidden structural issues they’re aware of.
The best agents build strong relationships with buyers, but their ultimate duty remains to the vendor. Understanding this dynamic allows buyers to navigate negotiations effectively and avoid unnecessary frustration.
Why it pays to be polite
In consumer polls, real estate agents consistently rank as among the least trustworthy of professions. Their untrustworthiness will regularly be parallelled with car salespeople and politicians. They’re often considered slick and manipulative.
But as someone who deals daily with selling agents, I can tell you for a fact – the vast majority are professional, courteous and engaging.
They are among the hardest working specialists in the property industry, often available at all hours of the day and night to answer queries and support their clients.
If you are aggressive and disrespectful with a selling agent, it works against your interests. Agents will be wary of your reliability as a buyer, and that’s bad – especially if there’s plenty of competition for a property.
When agents and their sellers are considering multiple offers, they want to feel confident the eventual buyer will act in good faith. While a selling agent would never withhold an offer from their client, your offensive approach is a red flag, especially when weighing up between two identical offers. A difficult buyer is seen as someone who could potentially make the settlement process challenging. They could be demanding and try to shift goal posts as the settlement day draws near.
Being rude does nothing to endear you to the agent and, therefore, the seller.
The buyers’ agent advantage
This is in large part why buying agents deliver a superior outcome for their clients.
We have forged relationships with the selling agents in our service area over many years. Our reputation with them is hard-won, and they know we will do our utmost to act with integrity and impunity.
Buyers’ agents will draw on this experience with various agents to understand how they each like to operate and negotiate. We’ll have negotiated multiple deals with each selling agent and know the best way to present our offers and counter offers.
Because selling agents want to maintain good relationships with us, we often discover information about a home that isn’t readily available to other buyers. We understand which questions to ask and can accurately interpret the selling agent’s responses.
Selling agents also know that our clients are pre-screened. They are committed to the process and usually have a loan pre-approval. They understand there are no “tyre kickers” when it comes to the people we represent.
But perhaps most of all, buyers’ agents and selling agents are experts who, although working on different sides of a negotiation, conduct themselves courteously and professionally. Selling agents like engaging with us and there’s no nonsense during the discussion. They understand we are well-informed, respectful and want a deal to be done.
So, remember, selling agents are everyday hardworking people looking to succeed in their chosen profession just like everybody else. Always be polite and courteous in your dealings with them.
Better yet, bring in your own professional to tackle the process. A buyers’ agent in your corner is a distinct advantage during the to and fro of property acquisition. We have the demeanour, temperament and skills to ensure that once the dust settles, you secure a great property with minimal argy-bargy.
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