Real Estate Training Articles and Videos

Bottom of the Barrel

My wife and I have a property on the market. It’s with an agent we trust, and it’s listed exclusively.

Around 6 weeks into the marketing campaign, I received a phone call from another agent who asked whether I’d consider changing agencies. My reply?

“How would you feel if other agents rang your exclusively-listed clients?”

That wasn’t a response this agent was expecting and there was silence. Eventually he said, “I’m just asking“. I repeated my question – ”How would you feel if other agents rang your exclusively-listed clients?” He didn’t want to answer that question, so I hung up.

I think that agents who prospect other agents’ exclusive listings are the bottom of the barrel. If a salesperson’s main way of getting listings is to resort to that tactic, in my opinion the salesperson is unethical and unprofessional.

Think about it. If I sign an agreement with you, I am giving my word that you will be my exclusive agent. My wife and I believe that a deal is a deal, and we know what Exclusive means. For those who don’t, the dictionary definition of Exclusive is: restricted to the person, group, or area concerned.

So when an agent calls a seller who is listed exclusively with a competitor, the agent is asking those sellers to break their agreement, to break their word. That is unethical, grubby conduct for any professional to indulge in.

In every area there are people who are ready to sell and who are not yet listed. They can be found through marketing channels such as print, through digital channels, and through prospecting.

The latter channel, prospecting, is a dirty word for many salespeople and for some, like the agent who called me, they go for the low-hanging fruit – sellers listed with other agents.

We are better than that, or we should be.

To an ethical professional, resorting to such tactics because “everybody else is doing it” is not an excuse. You can’t be honest and ethical when it suits you. You are either a bottom of the barrel agent, or you aren’t.

Which agent are you?

Gary Pittard

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