New Agents: About Coverage

Coverage is a wonderful thing.  Whether you are at the beach or at a concert, you must appreciate coverage.  On Sunday I was at my “house of worship” and had the pleasure of seeing a young man rise from his seat just in time to see his “non-coverage” — such a pleasant sight right before prayer time.

If you are planning a trip longer than one day and one night, get another agent (not staff or management) to cover your calls.  Tell your clients you are getting away to recharge the ol’ batteries.  They will appreciate your honesty.

Trying to arrange for showings (while sipping your lemonade on the beaches of Costa Rica or after having chased a monkey out of your hotel room) is crazy.  Don’t worry — the agent on the other end will barely hear the ocean waves over the aggravation in your voice, — and that anger does not contribute to the “spirit of cooperation” you touted during your listing presentation.

Trying to get wireless internet to study your hotsheet and stewing over the “expireds you left behind” while on the beaches of Cozumel is even crazier. Besides, the sea gulls may leave you a fine gift on your laptop.  

Let go.  Be sure to outline the arrangements with your cover agent in writing.  If the cover agent gets buyer calls off your ads, let him have the buyers.  Be sure to get a complete understanding in writing of how the two of you will handle referral fees.  If he gets a listing opportunity from your marketing, get that understanding in writing, too.  Do not leave open windows (or droopy drawers) of misunderstanding. If the deal does not look good to him on paper, he may opt to pass up your friendly gesture. If he takes you on —

Hand him your keys, your organized files, and your matrix with important phone numbers for each of your deals —

THEN GET AWAY! If your business seems to pick up every time you attempt to leave, leave more often — and partner up with someone with whom you feel comfortable — and then reciprocate!  in writing!

You are not indispensable.  My mother always told me, “hand in water, hand out.”  Absolutely true.  We have plenty of competent cover agents.  Get with your manager for some names.

If you find yourself getting coverage from one individual quite often and the cover agent is feeling a little worn, you may want to work out a per-diem pay scale.  Otherwise, you may wear out your welcome; and when the agents by the water cooler see you coming with a stack of files and your matrix, they may scatter like squirrels that just spotted a big fat nut.