We always talk about how important it is to establish a rapport with clients, that it endears them to us and allows them to trust us. But they are only part of the business. Let’s not forget about us- the agents! It is equally important to make nice with fellow agents.
Since the advent of the fax machine in the 1980’s, agents have become more & more like ships that pass in the night. Literally whole escrows can transpire without either party ever meeting. For a business that touts itself as a business of relationships, we have the most distant relationships with each other.
At a recent open house, I was talking to an agent for a good 30 minutes. It was a slow afternoon, so we regaled tales of roller coaster escrows, gossiped about a top agent whose license was suspended and exchanged staging tips…ie, we bonded. It wasn’t until the end when we were about to part that we exchanged cards & she said “Wait- you’re Herman!? Didn’t we do a deal together 5 yrs ago?!” I gasped, “Clutch my pearls! I thought your voice sounded familiar!”
You see, we had never met in person. We talked a few times on the phone but mostly we emailed each other. And mind you, I didn’t find her the friendliest of agents at the time, which made the escrow harder. But, before I started to point the finger at her, I caught myself thinking maybe it was partially my fault. I realized it would not have been as hard if I had just made the effort to meet her. I mean, we were having a ball conversating at this open house. If we’d met in person at the start of the transaction, I doubt she would have treated me with such austerity. It is just harder to be curt with someone once you’ve met them (especially when that someone is a bubbly and dazzling as myself, but I digress).
As I waved good-bye to her, I knew in the future if I ever presented an offer on one of her listings, she would absolutely give me & my clients more attention over some stranger’s offer. I made a mental note, “Herman, no email or text can replace the power of a good old fashioned tete-a-tete.”
Do you make an effort to physically meet your fellow agent? Or do you think it’s better agents never meet during a deal?
