Using a REALTOR to Enhance Your Success
By Bill Gladstone, CCIM, SIOR


Whether you are looking to buy, sell or lease real estate, using a Real Estate Broker to enhance your efforts is now, more than ever, a necessity due to the complexity of many of the real estate transactions taking place in today's environment. One notable change in market conditions is that the market has become more competitive. The need to have real time knowledge and the ability to quickly develop a sense of urgency are imperative for success. The old adage Òtime kills deals' has never been as prevalent as it is today, considering the speed with which the market reacts to individual desires and demands of a particular product or service. Knowledge and experience are key. Do not count on a textbook answer. It is necessary to finda broker who can quickly evaluate the situation and take a proactive role in driving the deal and holding it together. Choosing an educated and experienced Broker adept at assessing and controlling the deal making process is critical for achieving success in today's real estate market.

In many cases choosing the right broker is not an issue of negotiating price. Price is sometimes the easiest item to negotiate. Items that are equally important (as a partial list) are effective marketing programs (in the case of a listing), time frames (for land development plans or variances), the nature of due diligence periods, and people's motivations and hot buttons. Ifthere are complications, you need a Broker who knows the people and the mechanisms which can be called upon to make things happen. It is virtually impossible to be successful in a transaction by keeping the blinders on and not thinking about what's important to the client. As the client, you either need to expand your thinking, open your eyes and become very involved, or use a Broker who knows how to do this for you. This is a change of thinking from past years when brokers were expected to just facilitate the introduction of the various parties. With the competition and potential roadblocks it's important that your Broker understands what there is to know in your market. A qualified Broker always brings value added services to the deal.

Copyright 2005 BillGladsone.com. All Rights Reserved.

< Back to Exclusive Articles