Selling or buying a property is one of the most important transactions most people will make in a lifetime, so finding the right agent to handle it is essential.
“Perhaps more than anything, a good agent enjoys his or her work, and draws satisfaction from doing it, and not just the rewards it offers.”“The choice of the ‘right’ estate agent is about more than following reputations, important as that is. Acting as an agent is very much about forging and maintaining relationships, and however well regarded an agent is, the quality of service will depend on how well he or she can match the client’s personal needs,” says Richard Gray, Chief Executive Officer of Harcourts Africa.
“In our experience, two factors are key to this, the first being expertise - a good estate agent needs to have a finger on the pulse of the local property market. He or she must understand how prices for properties are determined in a dynamic market, and know what it takes to market a property for optimal returns.”
Gray says it is important for agencies to offer its agents industry-leading training and technological support to sharpen their competitiveness in the market.
“The second factor is enthusiasm - a good agent is one who enjoys relationship building. He or she will communicate conscientiously, and explain the opportunities and limitations that a transaction faces and will look for means to improve its prospects,” he says.
“Perhaps more than anything, a good agent enjoys his or her work, and draws satisfaction from doing it, and not just the rewards it offers.”
He says this is largely a question of values, and you need to build a culture resting on these four principles: people first, doing the right thing, being courageous, fun and laughter.
“Rather than seeing enjoyment, ethics and fulfilment as incidental or even supportive of our work, we see them as fundamental,” says Gray.
This is an important and unique value proposition, offering a culture of long-term relationships. It stresses rewards both in personal contentment and financial prosperity - each supporting the other.
“Dealing with your clients to ensure that their experience provides the same rewards, and the foundation for a mutually beneficial long-term relationship, is a priority,” says Gray.
Print
