That awkward question

Realtors are advised to ask buyers if they are currently working with an agent before pursuing them as a client. This can help to avoid the kind of conflict that comes with learning that the buyer a realtor thought was working with them exclusively is really playing the field and going on showings with other agents – probably without having any negative or deceitful intent (some might, but I choose to believe that is not typically the case), but because they are learning the process as they go and rely on an agent to guide and educate them.

If a buyer discloses this information outright, upon being asked, then I would think most agents would be respectful of their candor, and thankful for it as well. If a realtor asks a buyer if they are working with another agent and the buyer says “yes” then the realtor (should) know to back off and politely advise the buyer to work through the agent they have chosen, unless they decide it is not working out and both parties agree to part ways. However, if the buyer says “no” when in truth they are working with one or more other agents it can cause interpersonal, ethical, and perhaps even legal problems down the line.

That said, the responsibility to ask the question falls on the agent in terms of broaching the topic. Asking the question, and receiving an answer, provides the agent with the information needed to determine how to handle the situation, because many buyers simply do not know how the process works, or what problems some actions could cause down the line, and so they may not proactively offer the information as they do not know it is important. Most buyers are likely not trying to hide it at all; they just do not know it is critical for the agent to have that knowledge.

While asking the question during the first interaction may feel awkward or uncomfortable, it is essential, and gives the agent an opportunity to offer the buyer an explanation as to why they asked the question to help them better understand the complicated mechanics of home sales. This may also open the door to further discussions about the buying process and the buyer’s needs if it turns out the buyer is not working with another agent.

On the realtor side of the equation, it helps agents preserve relationships with other agents in the industry by respecting existing agency relationships other agents may have with one or more buyers. This is important because many agents encounter ones they have worked with before on numerous occasions – especially in smaller markets like Litchfield or Merrimack, New Hampshire – where specific agents do a lot of business in those towns. Negotiating with an agent that feels another agent has been unethical or has behaved in an unpleasant, or dishonest, manner in the past becomes exceptionally difficult and can impede a sale, or make one much harder than it has to be due to hostility or distrust among the agents. This is always best to avoid so that negotiations are focused on the best interests of the clients and not the agents.

not exclusive

And then…

not exclusive part 2

 

About Melissa Higgins
Client-centered realtor to assist with renting, buying, and selling needs. I work for BHG / The Masiello Group which has a wide range of services to assist in allowing me to help you realize your real estate goals. I serve all of Southern New Hampshire, including Nashua, Merrimack, Bedford, Manchester, Hooksett, Milford, Hollis, Pelham, Brookline, and many others. Contact me to talk about how I may help you.

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