{"id":69278,"date":"2021-02-22T12:58:12","date_gmt":"2021-02-22T17:58:12","guid":{"rendered":"https:\/\/blog.myewm.com\/?p=69278"},"modified":"2021-02-22T12:58:57","modified_gmt":"2021-02-22T17:58:57","slug":"why-do-i-need-an-agent-5-comebacks-that-prove-your-value","status":"publish","type":"post","link":"https:\/\/blog.myewm.com\/?p=69278","title":{"rendered":"‘Why do I need an agent?’ 5 comebacks that prove your value"},"content":{"rendered":"
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As a real estate agent, you’ve likely had clients question your value, with many thinking they can handle the complexities of buying and selling on their own. Here are a few ways to illustrate just how much you bring to the table<\/div>\n<\/header>\n
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\"'Why<\/p>\n

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If you already work as a real estate agent, there is one question that you\u2019ve likely grown tired of. I\u2019m talking about the famous, \u201cWhy do I need an agent?\u201d or some variant thereof. If you\u2019re just getting into the business, trust me \u2014 within a few years, maybe sooner, you\u2019ll have heard it dozens of times and may find yourself equally annoyed with it.<\/p>\n

But my goal is not to be harsh on the general public. In reality, this question is motivated by nothing more than honest ignorance of what a real estate agent\u00a0actually does all day\u00a0and the\u00a0many roles they play\u00a0when it comes to selling and buying property.<\/p>\n

That\u2019s not surprising \u2014 most people only buy property a few times in their life whereas agents do it, well, a lot.\u00a0The next time you hear this question, consider one of these five strategies for answering it.<\/p>\n

1. You already pay for experts<\/b><\/h2>\n

Here\u2019s the first and most important point to keep in mind when you get the question: The person asking is likely already paying for experts in other areas of their professional and personal lives.<\/p>\n<\/div>\n<\/div>\n

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As Anthony West, a Realtor in Kansas City, put it: \u201cWhy do you need a doctor, an attorney or anyone that specializes in a specific field?\u00a0 You go to them because you trust that as a professional they will help you in achieving the right outcome and add value along the way.\u201d<\/p>\n

In fact, real estate has something of a unique place when it comes to the average buyer (or seller) estimating their own abilities. Most people pay their bank to keep their money safe and to make wise investment decisions on their behalf.<\/p>\n

It\u2019s also not unusual\u00a0to accept the advice\u00a0of a friend when selling a car. The local bog box store\u2019s garden center receives about a zillion requests related to which plants to buy and how to care for them. Given that property is the most expensive thing that most people will buy in their lifetime, it doesn\u2019t make sense to just wing it on their own intuition or limited experience.<\/p>\n

Gently pointing this out should form a large part of your response to this question. Explain that you have experience in the complexities of buying and selling real estate, and like other professionals, your time has value.<\/p>\n<\/div>\n<\/div>\n

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2. The paperwork is complicated<\/b><\/h2>\n

As part of a more detailed answer to the question, you can begin to describe some of the complexities\u00a0of property deals. They\u2019ll probably stop you before you\u2019ve gone very far.<\/p>\n

The most important point to make here is the simple one \u2014 buying or selling property requires the completion of\u00a0several complex forms. It\u2019s easy to make a costly mistake without a seasoned pro to guide them through the process.<\/p>\n

Looked at from a purely monetary perspective, in fact, the time that your client spends learning and attempting to properly fill these forms out will likely make your fee seem relatively painless by comparison.<\/p>\n

If they are still not convinced, remind them of the risks involved with moving large sums of money around and the still-rising incidence of online theft. While real estate is not generally recognized as a high-value hacker target, any time financial transitions occur online, expect that\u00a0cyber-criminals won\u2019t\u00a0be far behind.<\/p>\n

Even the\u00a0escrow\u00a0process has\u00a0come under attack\u00a0in recent years. The reality is unavoidable. These days, property deals are a major temptation for criminals looking to make a quick buck.<\/p>\n<\/div>\n<\/div>\n

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\u201cHave you ever noticed that when visiting (pre-pandemic) those that unskillfully put their own furniture together, you could tell that they did?\u201d\u00a0Dr. Lee Davenport, real estate trainer and coach, said. \u201cPerhaps, the table wobbled, screws were missing from the bookcase that was too fragile to hold more than one book, or the chair felt lopsided when you took a seat. Assembling furniture was just not their \u2018cup of tea\u2019 \u2014 doing a real estate deal without an agent is like that. Sure, you can do it yourself but if this is not in your \u2018wheel-house\u2019 you will likely miss something important that will wobble later.\u201d<\/p>\n

You should, of course, be careful that these points aren\u2019t interpreted as you being skeptical about a client\u2019s ability, or (even worse) as a threat. Instead, explain that you get this question all the time, and that the best illustration of the answer is merely to take a look at the reams of forms in your office.<\/p>\n

3. Agents know the \u2018tricks\u2019<\/b><\/h2>\n

A slightly different approach to answering this question is to appeal to a client\u2019s desire to\u00a0make a great deal. With the right client, you can explain that you have been in the property business for years and that you know all the \u201ctricks\u201d in the book. For ambitious clients, the idea that their agents are using all the \u201cdark arts\u201d at their disposal can be a powerful factor in choosing an agent.<\/p>\n

Be warned, however, that this can be a risky strategy. There is (unfortunately) still a widespread misconception that real estate agents are morally compromised and\u00a0will stop at nothing\u00a0to make a sale. Implicating that you are willing to go the extra mile to make a sale could play into this suspicion and turn certain clients off.<\/p>\n

For this reason, an excellent approach is to point skeptical clients to reviews that your previous clients have left you. There is a reason why\u00a0ecommerce sites lead\u00a0the way\u00a0in purchases, now accounting for one in three in the U.S. \u2014 people like to read reviews before they buy.<\/p>\n

Make a dedicated place on your website\u00a0for testimonials\u00a0from happy clients. Prospective clients will subconsciously connect them to the value in your services.<\/p>\n

4. Agents are trained negotiators<\/b><\/h2>\n

Without bragging too much about your skills, sales and success rates, it can also be worth pointing out that\u00a0negotiation is a skill\u00a0that takes years \u2014 if not\u00a0decades\u00a0<\/em>\u2014 to perfect.<\/p>\n

Many real estate agents, you can point out, actually take courses designed for hostage negotiators and international CEOs, merely to learn how to get their clients the best property deals.<\/p>\n

Some clients, as you will notice, are not susceptible to the arguments above. They believe that they can save money by doing everything themselves, that they are smart enough to get the paperwork right, and ambitious enough to close the deal quickly on their own.<\/p>\n

The reality is they may be right. But for this type of client, the fact that you will be able to get them a better price \u2014 whether they are buying or selling \u2014 may be the most important line of argument you have.<\/p>\n

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As Cara Ameer, a bicoastal agent with Coldwell Banker who is licensed to practice in both California and Florida, said, people often \u201cneed an agent to protect [them] from what [they] don\u2019t know and that which [they] think [they] do, which is often inaccurate and misaligned information.<\/p>\n

It\u2019s therefore worth keeping a few statistics up your sleeve to respond to these questions. You can point out, for example, that in 2019 the typical \u201csale-by-owner\u201d home\u00a0sold for $200,000 compared\u00a0to $280,000\u00a0for agent-assisted home sales, largely due to the superior negotiating skill of real estate agents.<\/p>\n

5. They are on your side<\/b><\/h2>\n

Finally, it\u2019s worth using this question as an opportunity to address some of the myths that the general public still has about real estate agents. Unfortunately, some homebuyers think that we spend most of our time unnaturally\u00a0focused\u00a0on big-picture sales goals, and that for us, their new home is just an extra pay day.<\/p>\n

Real estate agent\u00a0Jay Thompson\u00a0said in an email: \u201cYou buy a home once every 10 years, but an agent does this every day \u2014 you need someone on your side that understands everything that can go wrong, and how to fix it.\u201d<\/p>\n

Don\u2019t neglect to point out that real estate agents are obligated to work for the best interests of their clients. This is true in a moral sense, of course, but also a legal one. At the end of the day, real estate agents can be prosecuted for working against their clients\u2019 interests.\u00a0This point should be made to any prospective client who is still under the impression that we are completely and utterly sales-obsessed to the exclusion of all else.<\/p>\n

This can also be a great opportunity to stress that you love your job and that the greatest satisfaction you get is helping people find the perfect property. For most of the real estate agents I know, this is a major benefit of their career, though they might be reticent to admit it. For most agents, satisfied clients are far more valuable than an extra sale.<\/p>\n

The bottom line<\/b><\/h2>\n

So, there you have it \u2014 five proven strategies for responding to the most annoying question in real estate. Give them a try and see what works for you, but don\u2019t be scared to get creative with your responses either.<\/p>\n

Every client, town and agent is different, and what works in California is unlikely to work in Arkansas. Ultimately, the best responses to the question are those that are honest. If you think you are worth the commission, explain why.<\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/article>\n","protected":false},"excerpt":{"rendered":"

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