The Power of 2

The weather was much warmer than it was today and I was playing in a  golf  tournament with a scratch golfer.  It was a match play format and as we were heading down the first fairway we were discussing our strategy.   “Whatever you do,” he said, “don’t leave me hanging.”  His remark made an indelible impression on me. 

Translation

For those of you who don’t play golf, he was essentially asking me to keep my ball in play.  He didn’t want to be depended upon to win the hole.  He doesn’t play well under those circumstances.  “How interesting,” I thought.  A player with that kind of talent and he needed my support in order to maintain the confidence to play at a high level. 

Fast Forward

This afternoon I thought of his comment back on that gorgeous summer day as I conversed with one of the realtors in our office.  She was giving me one of many updates over the past few weeks on a sale that she has been working on.  A sale that has taken more twists and turns than either one of us care to remember.  She represents the buyer.  One of the challenges with the transaction has been the involvement of the listing agent.  There’s been none.  Our agent has been doing the work of two.

A lesson learned long ago

Years ago, while still new to the business, I learned an unexpected but valuable lesson.  Some realtors work with you, some work against you, and some don’t work with you at all.  I suppose the third scenario is better than the second.  Yet there is no disputing the exponential difference in the closing rate of the ones where the other realtor works with you.

A number of benefits

When the other realtor works with you in your attempt to make a sale happen, there are a number of benefits:

• You are less distracted and thus able to maintain a more narrow focus.
• You are less likely to feel overwhelmed.
• You can be more productive.
• You are better able to provide your client with clarity as challenges unfold.
• You are more likely to offer better solutions to those challenges.
• Each party to the transaction feels that they were better served and is more apt to have a satisfying experience.

Whether you are a top producing realtor or a scratch golfer, the confidence that results from having a competent partner is immeasurable.

Have you ever had to navigate an entire transaction when technically you were only representing one party?  Let us know with your comments below.

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