What's an agent to do?

Many agents are frustrated by third-party companies commandeering commission dollars. So how should agents respond?

by Allen Tappe   

Don't whine-win!

Agents waste countless emotional hours saying, "It just isn't fair for someone who has nothing to do with this transaction to participate in the commission." For every moment spent whining over something you can't control, you could be growing and preparing as a professional to meet the challenge. Remember, you can't control the actions of anyone other than yourself.

Make a business decision

You must decide under what circumstances you will choose to partner with a third-party company. As a REALTOR®, you set the standards you require for doing business. Exercise your choice.

Qualify your prospects

Agents find themselves unexpectedly involved in a partnership with a third-party company when they fail to ask questions necessary to establish the professional relationship. Many agents don't want to ask qualifying questions for fear of putting the relationship at risk. Work hard to create qualified leads and you will not have to compromise yourself and your standards.

Believe in your value

Is it always in the best interest of your clients to work through a third party? Is it possible for you to create a greater value for them through your professional representation? It's only possible if you believe it's possible. If you are committed to doing what is best for your clients, you will trust the value you bring to the table, then help your prospects make the best decisions for themselves.

Restore the power of choice

The real issue is one of personal choice. It is important for people to know that their choices are being limited-if not made-by corporate decisions. Employees are the only ones who can change the direction their employers are taking. By challenging the process, you are planting the seeds of change in the system.

Every challenge provides the opportunity to grow. Empower yourself and your clients. Seize the challenge!

Allen Tappe is president of the Tappe Group, Arlington, and creator of The Power Connection, a training program for real estate agents.

Buyers & sellers, visit www.texasrealestate.com.
REALTORS®, visit www.tar.org.