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Keep Talking to Your Agent

What does an agent do for a vendor? Yes, the answer is obvious. They sell their house!

But a sale is just the final outcome of a range of other activities carried out on a vendor’s behalf. A sale has two main areas of expertise: marketing and negotiating. Within those two areas fall a whole host of skills, nearly all involving the ability to communicate verbally, not just with the potential and actual buyers but with the vendors themselves. If trust and rapport between vendor and agent are non-existent or fizzle out during the course of the marketing, opportunities are missed, sometimes with costly outcomes.

Feedback is crucial to this relationship – vendors have a right to know what is going on at every step of the marketing and should choose an agent who is noted for their attention to vendors’ needs in this area. Being kept up-to-date means less anxiety and the power to make an informed decision when one is called for.
 One of the reasons inexperienced agents fail to provide adequate feedback is that good news often speaks for itself while bad news is likely to produce a negative or hostile reaction.

There are two sides to every relationship, however, and it helps if vendors understand that the agent is just that – an agent or go-between – a conduit of information between the two halves of the sale process. It’s important to choose the right agent in the first place -someone experienced with a good local reputation - but equally important not to let the relationship break down by “shooting the messenger” when things don’t go smoothly. Vendors should ask themselves the question: Is the problem one of the agent’s creation or is he / she simply acting in his/her capacity as go-between and conveying information?

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