Realtor Reminder - Co-op Means Cooperate!

Recently, the most common complaint I'm hearing is about unreasonable and difficult co-op agents. As if negotiating and keeping closings together isn't hard enough right now with challenging market conditions and stringent financing requirements, it also seems as if agents are working AGAINST each other instead of helping to ease tensions and making contracts work. As my friend Fred Smith says, agents have gotten on the Sales Prevention Team. Stop it NOW. Our clients don't deserve this! Here are some actions you can take to smooth out your transactions and end with a win-win closing for your clients:
1) Remember co-op means cooperate. You must first ask yourself, "Am I one of these agents that becomes a crazy mad person when one little thing doesn't go right? Am I attacking agents that are showing my properties or writing offers?" If so, stop it now! Ask how you can help.
- Agents who have no direction or support are asking themselves how long they can stay in the business. They are being faced with having to quit and find a means to support themselves and their families. So, other agents are being blamed for all the woes of the world. Not fair, but it's happening. Also, when people need money, their perspectives and their attitudes change. When an offer is in hand and an issue arises, it crushes the hopes of much needed income and the co-op agent becomes the target for all the negativity.
2) Don't stoop to mean, aggressive, or unprofessional behavior when reacting. When the other agent is done blowing up, don't react. Simply tell him or her you see how he or she is having a bad day. As difficult as it may be, ask her how you can help to change her day. You NEVER know when you'll need this agent again or if you'll be in business with her in the future. Don't burn a bridge. Take the high road without allowing anyone to curse you. Stay polite and positive as you move the contract forward. If you get bogged down in reacting, your client loses and so do you.
3) Don't make people wrong. As soon as you make a co-op agent feel insecure, you will surely lose a sale. Communication will cease. And, out of spite, you'll have an agent working against you with his or her client. When you embarass a builder, a seller, or an agent by showing how incompetent he or she is YOU LOSE. I've seen builders refuse to work with certain co-op agents because he or she wanted to prove how smart he was to the builder and chose to beat him down. People need inspiration right now. So be the example of professionalism. You'll be surprised how many times you'll have the co-op agent's client hire you the next time. I've had the priviledge to be hired by many clients I met from other co-op agents. And, as they go out of business, you want their referrals! You'll only get them if you're nice.

If you need to vent before reacting, please contact your business coach or your broker. Don't vent on your spouse, your client, or the co-op agent. Make more money, represent your client well; cooperate!