It is clear that agents who communicate more aggressively get some of the business that we were too late for. One of the ways that 4 Buyers Real Estate is not like other companies is that we don’t see ourselves as salespeople. Because of this, we do miss out on some business.

When to call?

We get referral business from two professional organizations: The Massachusetts Association of Buyer’s Agents and the National Association of Exclusive Buyer’s Agents. In our area, we have competition for those referrals. There are several offices with agents who specialize in fiduciary buyer brokerage practices. We like and respect most of our competition.

Some agents in other companies have a practice of calling a prospect the minute that the referral comes in. Yet, many of the prospects choose on their forms that they would prefer to be contacted by email or text first. We honor the prospect’s requests. Sometimes we lose out. Are we doing the wrong thing? We don’t think so.

Have you been swamped by phone calls when you are doing consumer research for yourself? 

Recently, I was doing some research about moving costs and completed an online form to get an estimate. Immediately, my phone started ringing and my text started pinging. I hated it. So, in the name of “do unto others,” I was confirmed in instructing my agents to respect what the prospect requests for a communication channel.

Other ways that we are NOT salespeople

salesmanship

This is why we are not sales people!

An exclusive buyer’s brokerage represents only buyers. We are fiduciary agents; that means that we are responsible to our clients to provide support. Then the clients can make a good financial decision. We don’t sell any houses; no listings, no sellers to please. So we don’t care what property you buy, as long as you are well informed and happy with your choices.

Our service is to show you houses, give you information to critique them, give you an idea about its market value, create a negotiation plan and help you buy it, if it is worthy. We spend a lot of time talking people out of particular houses because of flaws in the house or its future livability or marketability. As we get to know you, we also learn how a house may not suit you, in particular.

Buying a house with us is a different ballgame than buying with a salesperson. We take the agency requirement of “obedience to lawful instruction” seriously; the client is in control, and we are advisers and catalysts.

We are not the big, bad, noisy, pushy salesperson who is trying to close a deal. We are the big, bad, negotiators trying to get the best deal for our clients. We also know that the big and bad shouldn’t show; and it doesn’t.

Towards that end, our company bonuses are not connected to being a “top producer.” We don’t reward our agents for making more money for themselves. Our bonuses are given to agents who produce “grand-clients.” That’s when one of our clients tells someone about us, and the second person hires us. Agents who have happy clients who send us business are our best business building asset.

If you are a client and want to do your agent a favor, please do some positive gossiping about us. Tell your friends about what your agent did right.  – That’s about as salesy as we get!