Pick Up The Phone!
There is a clear trend among real estate agents to replace phone conversations with more time-efficient ways of communicating between each other. Examples include email & text, electronic posting of disclosures, automated showing feedback requests and outsourced scheduling of showings. While these shortcuts may make agents more productive, it often comes at the expense of effectiveness for the client.
We believe that an agent’s job is to promote the interests of the client at every opportunity; each agent-to-agent communication is an opportunity to advance the position of the client. The communication medium matters; the choice should be strategic and made for the benefit of the client (not for the convenience of the agent). There are, of course, situations where a simple text message, a well-crafted email or even silence is a better strategy than a phone conversation. A savvy agent, however, as an advocate for her client, understands the potential value of engaging an opposing agent in real-time (phone) dialogue, rather than seeking to avoid it for her own convenience.
From the initial contact about a property, through negotiation, inspections and closing, a skillful agent uses conversation as a tool to extract information, build rapport, establish credibility (and likability) for herself and her client. Artfully engaging an opposing agent through conversation invariably yields valuable insights about a property or his client that would not otherwise be disclose in a text or email. Often, for example, rapport, credibility, trust and likability established through conversation can propel a buyer-client to the front of the line in a highly-competitive seller’s market. Of course, the more experienced, tactical and articulate agents have the advantage… if they pick up the phone.