Melissa Gomez

I am 25 years old. I am single with no children, and have been told that I have a baby face. Most people would see me as being "wet behind the ears". The people that say this, say it because I am obviously a lot younger than the majority of the real estate community.

I have been licensed since I was 18 years old. I worked as a receptionist at this company since I was 16 years old. I have been in the industry since I was 2 years old. My father owns ERA Top Service Realty. Now, just because he owns it doesn't mean that I would know anything. After all, if you ask my brother something, he would have a question mark. He's just one year older than I am.

I went to my very first convention when I was 21 years old. It was in Las Vegas for a referral and relocation company, Cartus (formerly Cendant Mobility). I sat down next to an older woman (60 plus) and she turned to me and asked me what was I doing there??? My thinking was that I was there for the same reason she was... duh!!! She proceeded to quiz me about real estate and then came to the conclusion that I apparently had some idea of what I am doing or talking about. Gee.... thanks! Now, this lady made me feel uncomfortable. I realized that the majority of people I work with are old enough to be my parents and/or grandparents. So, I felt like I had to look older. I cut my hair to look more professional. Started being more conservative with my clothes, and tried not to doll myself up too much. I was literally becoming an old lady by the age of 22. I had hoped that this meant people would take me more seriously when I went to conventions, but I still felt like the odd man out. My baby face wasn't changing.

Now, in my office. I felt fine. My agents, regardless of their age, would come to me for help and I was able to help them. I know this business. Not only because I have been around it my entire life, but because I have immersed myself into it. I graduated with a Finance degree for nothing because I told my parents that real estate is what made me happy and that's where I wanted to commit myself.

Time passed and I hated it. I felt frumpy. I'm young. And I'm smart (or at least I think I am). I was establishing myself within my company and within the ERA system. Then one day something clicked, and I said: "forget about it." People were judging me regardless of how I came, so why not be happy with how I was. Now, I look my age. I no longer want to be thirty or fifty (that's the age my brother says I am). I dress however I feel like dressing and have my hair long and always wear a smile.

The moral: Age is nothing, but a number. Just because I'm young, doesn't mean I don't know anything. I assist my father in running a renowned company, ERA Top Service Realty, in a tough area, Queens and Brooklyn, NY, and oversee 5 branches with about 130 agents. I recruit, hire, and train. I put out fires. I've gotten involved with my local board, Long Island Board of Realtors. I maintain a life with my friends from grade school, high school, and college. Now, I have a social life with agents in my office too. I can and do "have it all". Or at least I will, when my boyfriend finally proposes and we get married, then I want to have 4 children (but will most probably stop at 1).

I am tired of the older generations judging my generation as not knowing anything. The more innovative (and successful) agents in my office are not much older than me. The older agents that do well have "young hearts" and feel a kinship with my generation allowing them to break through and continue their success.

To the younger people getting into the industry, my key piece of advice has tended to be that they look like a professional, but more importantly that they know what their business is about. You need to understand your clientele and know how to demonstrate that you are the answer for them when it comes to real estate.

To the older generations, please stop under-estimating us because we can be your best asset.

Now, I love my youth and promote it all the time. This really upsets a lot of the older, crankier crowd. The ones that have a kinship with my generation, love it and encourage me. I know my business and work with others to help them achieve their successes. This business is fun and rewarding, now I'm just showing it off (which I would not have done before). =)

Enjoy your successful week!

Melissa Gomez
VP of Operations
ERA Top Service Realty, Inc.
www.ERASuccess.com

I am born and raised in New York. I grew up in the real estate business. I know the ins and outs. I love that we have attorneys in the Metro NY area. I love this because I don't trust that many agents (this is the New Yorker in me) with legalities and finance. I'm happy we finally are making the people in the mortgage industry get their licenses (this took way too long to occur). I love the hustle and bustle of New York.

As a Director for the local board, Long Island Board of Realtors, I had to take a course that would discuss buyer brokerage. This was so new to me and I loved it. I never understood why agents would get so emotionally attached to working with buyers, just to be burned when they purchased through someone else. I saw buyer brokerage as the answer I never knew was there and began incorporating it into my company's infrastructure. Agents that used buyer brokerage ended up doubling their commissions, and why not?!?! After all, you are taking this buyer to several houses before they make a decision, relating with them, coaching them, and managing the transaction. In my world, you get paid what you're worth, and I was getting frustrated with what other companies were, and still are, offering to cooperating brokers.

The catch???? In the Metro NY area, buyer brokerage is almost unheard of. I find myself teaching brokers, managers, and agents from other companies what is buyer brokerage. I even found myself recently having to have this discussion with the head of an MLS, not the head of the Long Island MLS. Why is it that so many of the people in Brooklyn and Queens, my primary market areas, are against this. Buyer Brokerage removes liability from the seller. A buyer deserves the right to have representation. The agent deserves to declare their own commission.

The biggest problem I'm finding with buyer brokerage is the lack of knowledge of it in the Metro New York area. The agents from other companies don't feel like we should get paid what we charge. When we do a buyer brokerage, the commission is rolled into the purchase price. When you really think about it, our commission is always included in the price, regardless of representation. So, I don't understand what's the problem. Obviously, since the listing agent is weak in stating their value, or is greedy and isn't offering an acceptable split, they will have a problem. But, I am in this business to make a deal and am tired of dealing with greedy brokers and agents or people that lack skills in negotiation.

Am I the only one??? Do you feel it too???

This is a time when the buyer deserves representation!

Have a great day!
Melissa Gomez
VP of Operations
ERA Top Service Realty, Inc.
Melissa.Gomez@ERA.com
www.ERASuccess.com

One Real Estate Company... Five Great Locations!!

I view ActiveRain as another forum. So, I beg to answer the question: Should real estate agents also be loan officers???

A case could be said for pros and cons, but I want to know what the general public feels.

Personally, I believe that it is a conflict of interest. I don't see how an agent can truly represent the interest of either the seller or the buyer of they are trying to do the loan at the same time. My company's policy is that my agents are not permitted to do real estate sales and do the loan. I would rather my agents focus on doing more sales. I don't believe in kickbacks and view that instead of giving me a point from the loan give me more business.

What do you think???

I'm curious.

Regards,
Melissa Gomez
VP of Operations
ERA Top Service Realty, Inc.
www.ERATopService.com

Over the weekend, one of my agents asked me to speak with a client. Apparently we had listed the client's home, but it was taken off the market because the client's niece was going to help her and she would be able to keep the house. This client was in a short sale situation, and my agent was going to help her in selling the house, but if the homeowner found a way to stay in the house, who are we to interfere? We want sellers to be able to stay in their house. A sale should happen if you want to move, not if you're forced to move which is a huge part of the real estate climate we're in now.

Months pass and my agent is contacted by the seller again. The story changed. Apparently, shortly after we listed the house two supposed attorneys showed up at the seller's door to help her keep the house. They had her sign paperwork and told her that they would work it out with the bank. They were going to buy the house from her and then sell it back. They also supposedly told the seller to make sure she didn't tell us because it would be unethical since they are trying to help her stay in the house and we "just wanted to sell the house." Now, the seller has found out that she has to move out of the house. Apparently, the new owner is evicting her and she wants us to help her.

I am getting really frustrated. There are a lot of people that love to blame the agent for what happened, but what about when the customer/client betray us. Then when they are in an even bigger whole, they come to us for help. The only thing I was able to recommend is for the seller to file a complaint with the NYS Bar Association and contact the FBI.

But, the seller?? What will she face?? After all, she was involved in the fraud too. She did sign the paperwork. At first, I felt bad. But then, I thought (after speaking to another attorney about the situation) why am I feeling bad? She obviously didn't consider us (more specifically the agent) when she made her decision. If she were truly making such a great decision at that point, why didn't she just be up front? At the end of the day, we want sellers to stay in their home if they could. And, we would have let her know that this was a scam. Now her bubble is burst and yet again, there is nothing that we can do. (But, we're the devil).

Another day in the life of real estate.

P.S. Selling activity is definitely up. Enjoy the selling season.

Regards,
Melissa Gomez
VP of Operations
ERA Top Service Realty, Inc.

http://www.eratopservice.com

Negotiation is definitely an art form. For many years, during the abnormal market of 2002 through the beginning of 2006, many agents were simply order takers. They would go to a potential listing, list it at what the homeowner would like, charge what the hoomeowner said to, and sold it. Many of the agents that were order takers during that market are still order takers in today's market. They are the agents with over-priced listings that are offering a low commission to cooperating brokers.

To be successful in this business, you MUST negotiate.

Things to keep in mind when negotiating:

1) Know your information. You must know what properties are selling for and have the information with you. You must also know the facts of your market and have them available to show the seller or buyer.

2) Know your worth. Many agents settle for less commissions because they don't believe they are worth it. The amount of time that is put into each transaction in today's market has definitely increased. I don't know why agents are still discounting themselves.

3) Be willing to walk away. I have noticed that when you are willing to walk away, you are more likely to get the business on your terms. If the listing is ridiculously overpriced, why take on the headache if the seller won't budge or reason? If they don't want to pay you what you want, why discount your services? People are shocked when you are willing to walk away and will more likely than not give in when they see that you are serious.

4) Be persistent. "No" may not really mean "no" when it's initial. See what terms can make the deal happen. Always ask for a counter if they say no. Always ask them what will it take to make the deal if they aren't happy. Always ask them why you aren't the agent they want to hire if they aren't signing the papers right then and there.

5) Be professional. Never go to low tactics. Always be ethical in your behavior. Present yourself as the ever professional. Look and speak the part of a real estate professional at all times.

6) Keep a positive attitude. Deals fall through. It's the nature of the business. Just keep putting deals through, so that it won't hurt as much. And continue to be proactive.

Remember, deals are made every day. If you're looking to make more deals, you must be a negotiator and not an order taker.

Sincerely,
Melissa Gomez
VP of Operations
ERA Top Service Realty, Inc.
melissa.gomez@era.com
www.ERATopService.com
www.ERASuccess.com