Industry News

Be charming to other agents

Future-Proof: Navigate Threats, Seize Opportunities at ICNY 2018 | Jan 22-26 at the Marriott Marquis, Times Square, New York

Where I work, most deals involve two agents. I suspect this is true in most places with an MLS or something approximating it. The salesmanship skills it takes to be a great lister -- the incredible extroversion and charm -- don't always square with the detail-oriented focus needed to actually move an apartment. Make sure the ad copy is right? Ride herd on the photographer? Surely someone with less charisma can do that; the great lister has another appointment to make. But we still spend most of our time selling to the public. Prudential Douglas Elliman agent Jacky Teplitzky highlighted this at a panel once: "Seventy-five percent of the deals we do involve another agent," she said. "But how many of you spend significant time marketing to each other?" It's a theme worth thinking about as Real Estate Connect approaches. Many of you who are reading this will be headed to Connect to learn how to better service your clients. You'll pick up many tips and tricks, but let's start with the basi...