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July 2008
Index of all
messages
from the Association President
President’s Message
Shaky market demands increased professionalism
By David DeElena
As with any industry, we as REALTORS® are subject to the changing world around us.
The increased use of technology has created opportunities that were unforeseen even a year ago. With all these advancements come challenges that require planning and training. One concern that has recently made its way to the foreground is an increasing lack of professionalism in our industry.
We all have had experience with showings being cancelled without notification to the seller, business cards not being left, numerous requests for feedback falling on deaf ears – but other examples are far more disturbing.
The rise of the bank-owned properties has created some problems for the real estate community. These vacant homes seem to have revolving doors with agents coming in and out without any scheduled appointments. Listing agents struggle when a theft occurs because they realize that this type of access is occurring. Buyers see this and convince agents to give them lockbox access or simply memorize the codes.
REO companies understand this is happening and build in clauses in the addenda to allow them an “out” in the event of a loss of personal property. Numerous agents have reported loss of appliances, furnaces and more by individuals who gained access to the listing through a variety of means that in some cases agents granted too easily.
Perhaps, if implemented, electronic lockboxes would help resolve this problem. At least access to the property could be monitored when an electronic card is required to enter the home and access could be tracked.
The REALTOR® community is more keenly aware of the condition of the housing market than any other group. Our sellers hear from us and the media about falling prices, reduced showings and longer days on market. Sellers will react and become more accepting of unprofessional behavior due in part to desperation.
An example that occurred recently brought this fact home: A seller answered the doorbell to find a buyer and his family on the front step. She had received a call and was expecting them, but found there was no agent with the group. They had the lockbox combination and a business card and had been told to come to the showing by themselves.
The seller, who was being transferred, reluctantly agreed to let them into her home. The buyers indicated that if she told anyone of this situation, they would not buy her home. Of course, her desire to sell exceeded her good judgment. The listing agent found out about the issue after an offer was accepted by the seller from the same buyers but had to follow directions received from the seller to avoid losing the deal.
Your ability to impress upon the client the concern for their safety and security is greatly diminished by this lack of professionalism. In a time where some consumers question the need for the REALTOR® community, it is imperative that our value shows through in all respects.
The National Association of REALTORS® website, www.realtor.org, along with AAR, offers videos for training agents on the various ways we can improve the professional standards in our daily activities while allowing the public to see the value we bring to a real estate transaction. Topics include the Code of Ethics, Pathways to Professionalism and showing etiquette. Several of the titles are downloadable, allowing them to be easily used for meetings.
From the new to the experienced agent, the industry needs a return to the professionalism that we hope to provide while meeting the expectations our clients require from the REALTOR® community.
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