A Winning Combination Without A Breach Of Ethics

Many many moons ago when I started in this business, the Real Estate Agent was sort of a rainmaker, the facilitator of dreams. No questions asked, without a shadow of a doubt, you were trusted like the family friend or physician. After all, I know how much my customer earns, what they do for a living, about their significant other and their involvement in the process, very few stones are left unturned!

Most of my customers have never owned a home and in situations where their family members were home owners, it had been several years since they were part of the buying process. In cases such as this, it becomes incumbent upon the Realtor to educate the consumer. It is important for the buyer to understand that the process is one of a team concept. My role as Realtor is to help them identify the property that best meets their needs, beyond that I become the caretaker of the transaction. In order to fulfill my role I need other competent players engaged in the process. This is where it gets sticky! Since the passing of all of these moons, I have racked up a sizable number of transactions over the years. With these experiences come relationships. I have met other professionals whom I deem to be competent, like the lender who specializes in 203K loans or the one who accepts B- paper. Helping the buyer to understand the importance of having the right people on board, as part of the team is crucial. However, today, my buyers are somewhat more informed, not completely the tabula rasa, that they were in moons gone by. They come equipped with a loan officer, home inspector and attorney. Clearly it is their right to construct the team of their choosing. But in their choosing, they may a have a lender that does not provide the 203K financing that they need or the attorney is the one who handled grandma's accidental injury lawsuit and the inspector is the favorite uncle Willie, making sure that the buyer isn't ripped off.

When did the tables turn? How did we go from being the revered trusted advisor to the team member least favored? Alas, it was the age of self help, you remember the wave of "How To Books" on the market and the buyer agency guru workshops - "How to Buy Real Estate Without A Realtor".  All stoked by the least trustworthy amongst us and their unscrupulous deeds. All of a sudden the trusted relationships I had established over the years , were now suspect, most often referred to as collusion.

Clearly, I need the trust of my buyer if we are to have a successful transaction, with the least amount of stress. That is why I invite the buyer to look at the situation more closely. In my role as caretaker I refer the buyer to three lenders who can accommodate their needs, as well as three home inspectors and attorneys. I make it clear that I am not recommending anyone in particular. I state that I have come to know these professionals through past clients who have had successful experiences. The fact that I know these individuals, affords me the opportunity to pickup the telephone and make special requests on the buyer's behalf. It could be asking for a home inspection report to be issued in two days rather than the standard seven, it works to the buyers advantage.

The fact that I have industry related business relationships, is a benefit to my customers and clients. Those with whom I choose to work are ethical and my customers and clients come to know that the term relationship is not synonymous with collusion.