Real estate agents work tirelessly for their sellers, advocating, negotiating, and communicating. The two parties share the same goal: sell this house for the most money and with the most favorable terms possible. So, why do many sellers ignore their agents’ advice and second-guess their intentions? Revealing that truth could unlock better outcomes for everyone involved.
REALTORS® haven’t been the consummate professionals we know today throughout their lives. They were starting out once, carving their way into the local market as fledgling agents. Liz Bowen is one of the few established industry figures who understands that.
Bowen believes that REALTORS® are most effective when they utilize the tenets of servant leadership, a technique embraced by business leaders who strive to serve their clients and employees rather than make demands. This point speaks to a widespread misunderstanding about a real estate agent’s role. At their best, Bowen believes agents can be educators, guides, and stewards of their industry. Recently featured as a Top 10 Real Estate Agent on Apple News, she puts these concepts into action by providing consultative real estate services with a servant’s heart and passing these skills on to the next generation of REALTORS®.
While she is currently the Employing Broker/Owner at Red Bow Realty, Bowen also owns Liz Bowen Coaching, through which she provides the 12-week CleverAgent program to new agents who need both competency and confidence to serve their clients best. She is the 2023 President of the Women’s Council of REALTORS® Colorado Network and teaches real estate pre-licensing courses for the Real Estate College of Colorado. Now, she shares valuable insight as part of her mission to improve the dynamic between clients and their REALTORS®:
Conversations create confidence
While many REALTORS® shy away from tough conversations, not discussing the complex work agents do to create solutions often leaves buyers, sellers, and investors wondering how their agent is earning their commission. Brevity helps no one because it decreases trust and increases the likelihood of a deal falling apart. As a REALTOR® and an educator, Bowen encourages both parties to talk openly.
“Communication is key,” she says. “Tell your REALTOR® about your concerns and fears, and be open to feedback.” She encourages real estate professionals to invest as much time as possible into client interaction, paying full attention to their needs and wants.
Beyond greater security, this consultative approach ensures a REALTOR® has the clearest possible idea of a buyer, seller, or investor’s goals. The consequence is a positive, stress-free experience that leads to referrals.
Your market is what matters
It’s easy to get bogged down in national headlines about rising home prices, affordability, and inflation. These reports often overlook the obvious truth that nationwide trends don’t always appear in a specific county, city, or town, which may tell a more appealing story.
“Real estate happens locally,” the Employing Broker/Owner states. “Forget about the national news and trust your REALTOR® to tell you about the market in your city and neighborhood.”
Understanding real estate from a local perspective helps clients interpret key concepts like days on the market and inventory supply in the proper context, best explained by REALTORS®, who work in that locality daily.
Prioritize preparedness
Nobody wants to discuss the worst-case scenario when a dream home is on the table, but knowing your line in the sand is a good idea, at least in real estate. Being ready for the unexpected is a tip equally essential for REALTORS® and their clients.
“Always have a BATNA (Best Alternative to a Negotiated Agreement),” the new agent real estate coach affirms. “Develop contingency plans. Hope for the best, but be prepared for bumps along the way.”
A viable BATNA for a buyer/investor might be a second-choice property or considering a different area if they don’t reach an agreement on their desired property. Sellers should talk to their real estate agent about their ‘walk-away price.’ Bowen is also a Master Certified Negotiation Expert, a certification that gave her the skills to advise clients about BATNA and other important negotiation principles effectively.
Agents and their clients work in partnership towards a common goal. Increased communication, sharing local market insights, and assisting with what-if scenario planning will help REALTORS® show their value and commitment to their client’s goals. Bowen urges agents to talk about their actions and tells sellers to trust a local market expert, not a website.
Sabrina Stocker is a Features Columnist at Grit Daily. Based in Los Angeles, she is originally from the UK and has a storied career in the events and awards business.
