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Real Estate Fight Club

Dec 2019

Episode 12: Should You Call the Buyer’s Agent Before They Show Your Listing?

December 18, 2019

In Episode 12 of the Toe-2-Toe Podcast, hosts Jenn Murtland and Monica Weakley duke it out over whether you should call the buyer's agent before they show your listing. Hear why Monica feels you should call only when you have a good reason and Jenn insists that you should call because there’s always a good reason. This episode will help you see agent-to-agent communication in a new way. 

Episode Highlights: 

  • Should you call the buyer’s agent before they show your listing?
  • Monica thinks it depends on a few things.
  • It depends on the instructions of the seller. If they want you to do it, do it.
  • If you are calling just to reiterate the marketing remarks or the agent remarks, Monica feels you should resist.
  • If you have something that has come up just before the showing or there’s something about the house that's easier to describe in a call, then call.
  • Jenn asserts that there’s always a reason to call.
  • The buyer's agent has never been in the house. 
  • You’re calling because your job is to sell the house.
  • You need to gather information about the buyer to better negotiate for your clients.
  • The buyer's agent will tell you everything you want to know about the buyer.
  • Ask all the questions that you have.
  • Monica suggests that you don’t need all of that information and that you may end up having many unnecessary conversations.
  • Jenn says these are never unnecessary conversations because you’re building a relationship with the buyer’s agent.
  • One time Jen called and learned the buyers had lost every house to other buyers. She used this as a negotiation point.
  • The best way to sell the house is to be in conversation with people.
  • Monica looks at selling a house as properly positioning it to the market.
  • Jenn thinks you’re better positioned to sell the house if you’re communicating with the agent and know about the potential buyer.
  • Agents need to talk to each other more. It’s never a wasted call. 
  • You can get a lot accomplished with actual voice to voice communication. 
  • Relationships really are everything.
  • Monica polled agents on her Facebook page and they were split 50/50 on this issue.
  • Deb Julson sees calling as a way to build relationships.
  • Erin Fey thinks you should hold off unless there’s a legitimate need.
  • Monica reiterates her position that it depends on the circumstances.
  • Jenn reminds us that we want to find out as much information as possible about the buyer to help the sellers sell the house.

3 Key Points:

  1. Some realtors feel that you should only call the buyer’s agent before they show your listing if there’s a good reason. 
  2. Other realtors feel you should always call the buyer’s agent before they show your listing to learn about the potential buyer and establish a relationship with the other agent.
  3. When we are in good communication with the other agent, we’re building a relationship.

Resources Mentioned: