5 Ways to Improve Your
Success Rate With Buyers
and how you
By Melissa Dittmann Tracey
Candace K. Cooke
Real Property Counselors Inc.
Buchanan Dam, Texas
SUCCESS TIP: “We need to treat every transaction like it’s the
biggest transaction of people’s life, even if it’s their fifth second
home. Every transaction has an emotional attachment.”
Listen and Educate
Financing. Contracts. Appraisals. Ethics. Legal issues.
Cooke has taught buyer’s agents how to master them
all. Cooke is an instructor for the Texas Association
of REALTORS® and for REBAC courses. In 2011,
she was named Educator of the Year by the Texas
Association of REALTORS®. She offers a distinct
perspective as both an appraiser and a broker. “We
need to educate our buyers on the appraisal process
and what’s going on with the lending world,” she
says. “We need to understand our buyers’ situation
so we can help them achieve their goal.”
Coaching to Excellence
SUCCESS TIP: “You have to build a confidence and truly
believe that the best person to serve that buyer is you.”
Have the Confidence
Becoming a successful buyer’s agent boils down to
having confidence in your skill set, says Rodgers. That
confidence will show through in your presentation to
buyers. “Don’t talk to your clients in a condescending
manner. Instead say, ‘This is how I’ll help you achieve
your goal,’ ” says Rodgers, an instructor for NAR designation and certification courses, including the ABR®
designation. To muster more confidence, keep up
your local market knowledge, including the trajectory
of housing prices, inventories, and distressed sales.
“A well-educated [real estate professional] can answer
any question on the fly,” she says.
Could You Be a Future REBAC Hall of Famer? Every year since 2000, the Real Estate Buyer’s Agent Council has welcomed a select few of its more than 40,000 members into its elite Hall of Fame. Inductees to the REBAC Hall of Fame include members and REALTOR® associations that have demonstrated a commitment to the advancement of buyer epresentation. You can ominate yourself or others for the honor. The sole requirement for inductees is that they must hold an ABR® or ABRM® designation. An independent panel evaluates nominees based on their activities, achievements, participation in REBAC programs and events, and contributions to buyer representation. Download the nomination form at
ERA Landmark Realty
SUCCESS TIP: “I get up every day excited about selling a home.
I go to work each day with the intention of meeting a new buyer!”
Keller Williams Realty of Newport,
Keller Williams Realty, Quincy, Mass.
Be an Enthusiastic Go-Getter
Hirsch, a two-time REALTOR® of the Year recipient
from her local association, has been recognized consistently as a top producer both within the ERA franchise and in national surveys. She strives to exceed
buyers’ expectations and to be their on-call guide for
all aspects of a transaction. “Be the buyer’s source
of knowledge in the marketplace,” says Hirsch, past
president of the Statesboro Board of REALTORS®. “To
be successful today, you need to be a skilled negotiator and a great communicator. You must take time to
listen to what buyers are telling you. They require immediate callbacks. They do not want to waste time.”
SUCCESS TIP: “Surround yourself with talent. Mastermind
with other agents and leaders. Learn something new every day.
Find a mentor if possible, and mentor someone else as well.”
Expand Your Network
For Buss, a key to success is surrounding yourself
with a network of success. In eight years in the
business, she’s achieved that by taking on a variety of leadership positions, including director of the
Rhode Island Association of REALTORS®, member of
NAR’s Housing Opportunity Committee, and National
Executive Committee for the Women’s Council of
REALTORS®. Through her leadership, she has helped
grow buyer representation training. “Buyer representation has always been close to my heart,” she says.
Association of REALTORS® School,
Suburban West REALTORS® Association
SUCCESS TIP: “Today’s clients are savvy, and service
expectations are higher than ever. It’s important to
be up-to-date on the latest communication tools,
demographic nuances, and unique aspects of
today’s real estate landscape—such as short sales
and green homes.” — Anne Marie Matteo, CEO of
the Suburban West REALTORS® Association.
Empower Yourself With Training
The Suburban West REALTORS® Association works to give its
nearly 4,000 members the skills they need to succeed. About
25 percent of its members hold an NAR designation or certification.
The Association of REALTORS® School, founded in 1975, offers
courses leading to the ABR®, GREEN, and other REALTOR® designations and has played a big role in promoting buyer representation.