Building a Better Real Estate Industry Through Collaboration
The real estate industry often faces a less than stellar public perception, sometimes likened to “one step above used car salespeople.” While the National Association of REALTORS® (NAR) Code of Ethics provides a foundation for professional conduct, it’s not enough to simply adhere to these standards. To truly elevate our industry, we as REALTORS® must focus on improving our relationships with one another. By fostering collaboration and mutual respect, we can collectively enhance the integrity and reputation of our profession. Here are key strategies to achieve this goal.
Check Your Ego
A decade in real estate has taught me that the transaction is not about me or the cooperating agent. It’s about advocating for our clients. Effective agents prioritize their clients’ interests over personal recognition. Setting aside egos creates a cooperative environment where deals are more likely to succeed and, dare I say, become more enjoyable. The most successful agents aren’t always those with the highest sales volume. They are often the ones who approach transactions with humility and a focus on client advocacy.
Allies, Not Adversaries
It’s easy to view the other side of a transaction as an opponent, given the opposing goals of buyers and sellers. However, we all share the same ultimate objective: a successful transaction. Cooperation, not competition, is the cornerstone of our relationships with other agents. Adopting a collaborative mindset, rather than a combative one, fosters smoother negotiations and better outcomes for all parties involved.
Skills as Tools for Collaboration
Like skilled tradespeople, REALTORS® rely on a toolbox of skills to navigate transactions effectively. How we apply these skills shapes the cooperating agent’s perception of our competence and professionalism. Here are three essential skills to strengthen collaboration:
- Review Agent Remarks Thoroughly
One of the most frustrating experiences is receiving inquiries about information already provided in agent remarks or listing documents. Before reaching out, take the time to research all available details. This simple step demonstrates respect for the listing agent’s efforts and sets a professional tone for the transaction. - Communicate to Improve Cooperation
Communication is to REALTORS® what a measuring tape is to a contractor: indispensable. Just as a contractor measures twice to cut once, agents should over-communicate to ensure clarity and alignment. Establish a communication plan for every transaction that covers offer submissions, timelines, negotiations, and settlement coordination. Regular updates through calls, emails, or texts build trust and keep the process on track. If you’ve said it once, it’s worth saying again. - Problem-Solve, Don’t Problem-Make
Every transaction encounters at least one challenge. The ability to navigate problems expertly is a defining skill for REALTORS®. Involve the cooperating agent in problem-solving discussions to explore more solutions and reassure clients that both sides are committed to the deal. Sharing resources such as contract language or trusted contractors not only resolves issues but also strengthens the working relationship. This ultimately benefits our clients.
The Power of Strong Agent Relationships
The relationship with the cooperating agent is second only to the one with your client. By prioritizing collaboration, we can elevate our industry’s standards and public perception. Small changes in how we interact—checking egos, treating each other as allies, and leveraging our skills—can lead to significant improvements. Let’s commit to moving our industry forward, one professional relationship at a time.
Authored by Nitan Soni, REALTOR®