A GUIDE FOR REALTORS®
As REALTORS® you are professionals, and as professionals, there are certain considerations you must maintain in order to better serve your customers and clients, the families and businesses of the communities in which you live and make your livelihood, and your colleagues in real estate.
A REALTOR® serves both the seller and buyer, whether the REALTOR® is the listing or the selling agent (unless the REALTOR® has been contracted as a Buyer’s Broker). The seller is the REALTORS® “client” and the REALTOR® is the client’s agent. The buyer is the REALTORS® “customer” and both the listing and the selling agent have an interest in seeing the customer satisfied with the purchase while, at the same time, protecting the interests of the client.
A simple phrase to remember is that “a transaction that is not good for everyone involved is not a good transaction.” In addition to all of the business elements, what makes a good transaction for all are some simple common courtesies? These courtesies are the hallmark of a professional REALTOR®.
Preparing to Show & Preview Property
- SUPRA ELECTRONIC KEY AND LOCKBOX… If you are acting as a subagent or a buyer’s broker prior to using your “SupraKey” you must have either verbal permission from the owner or lister or written permission via MLS to use your “SupraKey”.
- Never remove property keys from the lockbox and leave them else where, like under a rock, for a termite inspector or repairman, or for your use later.
- Never remove property keys from the lockbox and give them to a prospective buyer, or take them with you for later use.
- Never loan your “SupraKey” to anyone. Use of the Electronic “SupraKey” and lockbox is a privilege, don’t abuse it.
- The way you treat keys signifies your attitude toward the client, the customer and your profession. Use keys safely, professionally and wisely.
- SUBAGENT… Make showing appointments as early as possible before the time of showing. Don’t call on your car phone on the way to the property!
- BUYER’S BROKER… Call the listing agent first and disclose your agency and request an appointment, even if the property is vacant.
- Never be afraid to explain to a buyer that appointments are necessary and that no one likes unexpected visitors. For instance, never call the owner or occupant from your car phone from down the street to tell them that you are on the way to show the property.
- If you think the buyer will feel more comfortable, when asking for the showing appointment, suggest to the seller that he or she be absent during the showing and explain why.
- Space appointments so that you have ample time to show each listing and still get to the next appointment on time.
- Remind buyers, if needed, that they are guests in the seller’s home. Special attention should be paid to customer’s children.
Showing the Property
- Punctuality and courtesy go hand in hand!
- If you are going to miss an appointment, call the seller or lister, so that they won’t be waiting for you. If you are unable to call beforehand, call later to explain and apologize.
- Should a buyer not wish to see the property after you drive up, go to the door and explain to the seller that you will not be showing the property and thank him or her.
- Avoid parking in the driveway. Many sellers find this a little presumptuous and objectionable.
- Use the sidewalks. Grass, gardens and desert landscaping are precious to the seller.
- If the home is on lockbox, call for an appointment. When you arrive at the property, announce yourself by ringing the doorbell before using the key.
- If you have made an appointment and you find another salesperson showing the house, avoid throwing too many people together by waiting at the door or by showing a little of the neighborhood to your buyers.
- If the seller is home, make introductions and present your card with the date and time. Ask permission from the owner to proceed with the showing.
- If no one is home, leave a card with the date and time. Sign the sign-in sheet when the house is on lockbox.
- Don’t discuss financial details with the seller unless you are the listing salesperson.
- Never make negative comments or be sarcastic about the property. Remember who you work for!
- Smoking is offensive to some, so don’t light up.
- While driving, show concern for the neighborhood and for your customers.
After Showing the Property
- Impress clients and customers with your professionalism by double checking all lights and closing and locking all windows and doors that were opened during the showing.
- Make sure you don’t lock out a seller in the process!
- Return the key you borrowed to the listing office promptly. Your retention of the key may take the property off the market until it is returned.
- If the property is on the Supra Lockbox system, don’t forget to return the keys to the lockbox and secure the keys. Be carefull not to jam or add additional items to the inside of the lock box.
- Call the listing agent with any comments on the property.
Presenting an Offer
- The selling salesperson should call the lister to inform him or her of the offer and ask the lister to make the appointment for presentation of the contract. Courtesy demands that the lister and selling salesperson meet beforehand so the lister will have an opportunity to become familiar with the offer and prepare cost sheets.
- At the meeting with the seller, the selling salesperson should have a chance to “humanize” the buyer by explaining a little of his or her background, size of family and anything that will help the seller make a good decision regarding the buyer.
- The lister should explain the terms of the offer to the seller but the selling salesperson should be prepared, if requested, to answer any questions regarding details of the offer and other items.
- The listing salesperson should have cost sheets ready so that the seller can see what he or she will realize when the offer is accepted.
- The selling salesperson may offer to step outside or to another room while the listing salesperson discusses the personal feelings of the seller in regard to the offer or obtains a counter offer or acceptance.
- The selling salesperson should always thank the seller for the opportunity to show the property and to present an offer, regardless of the outcome.