Attributes of Professionalism:
Communication: Continuous and detailed communication with all parties, your clients and other agents.
- Respond how client/recipient prefers to communicate
- Time is of the Essence: respond timely and proactively to transaction-related communication (communication and contract)
- Proactive in managing all critical dates
- Be an active listener
- Share etiquette practices and expectations
Positive Perspective: Guide the transaction or activity to closing; remembering your role as an advocate, keeping the outcome that client wants in the forefront; maintain an equilibrium without personality.
- Understand the situation of all involved
- Decisions are the clients
- Provide options to achieve goal
- Manage expectations for all parties
Problem Solver: Win-win attitude and actions; proactive in the entire process; anticipate potential issues and solutions. (buyer/seller)
- Understand and effectively explain issues and options:
- The contract and ancillary paperwork
- The timelines
- The process
- Red flags
- Appraisal issues
- Disclosure issues
- Finance options
Transparent: Free from pretense or deceit.
- Proactively communicate when a problem/issue arises
- Be transparent about your agency relationship (single agency vs. limited dual agency)
- Disclose any conflict of interest or business relationship
Knowledgeable: Possess or exhibits knowledge, insight, or understanding; intelligent; well-informed; discerning; perceptive.
- Know the contract
- Be familiar with issues in the area which you practice real estate
- Sell the kind of property you are trained to sell/represent
- Know when to recommend a specialist (different inspectors, attorney, CPA etc.)
- Tell people what you know, not what you think
Open-minded: Have or show a mind receptive to new ideas or arguments.
unprejudiced; unbigoted; impartial. Nonrestrictive, influenceable.
- The client is the decision-maker – keep your ego out of the transaction
- Listen when someone is trying to help
- Investigate new ideas
- Embrace finding the information when you don’t know the answer
Educated: have undergone education: characterized by or displaying qualities of culture and learning. based on some information or experience: Informed, Learned, Improved, Scholarly.
- Take education classes to learn
- Earn designations and certifications
- Know the contract and current market conditions in your area
- Include networking in your business
- Embrace a mentor to broaden your career
- Have a current business plan
- Continually strive to improve, learn and update skills
Respectful: Marked by or showing respect or deference (listen, affirm, serve, be kind, be polite and be thankful), provides solid foundation for relationships.
- Be courteous and gracious to build goodwill
- Respectful of time and emotions
- Remember the process could be a tremendously disruptive time for all parties
- Listen and identify what is causing angst
- Be aware and respect cultural differences
- Show compassion for the stress buyers/sellers are under and for the other REALTOR®
- Be present, engaged and focused with the client you are with.
Ethical: Conducting oneself and practicing business in accordance with the REALTORS Code of Ethics.
- You owe clients a fiduciary duty
- Treat others as you would like to be treated
- Apply the Code of Ethics to your business practices
- Be honest
- Be trustworthy
Reputation: You only get one and It’s your brand By doing all of the above and more, including obtaining your C2EX (a symbol of a professional which polishes your professional performance), your reputation/brand will shine.
What’s in it for me: Success…Successful closings, less transactional stress, referrals
Additional Resource: NAR’s Pathways to Professionalism list of professional courtesies