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Loyalty to Your Agent—The Recipe for Success

Loyalty to Your Agent—The Recipe for Success
By Kirsten Lindquist

You've heard the old expression "Too many cooks spoil the broth". It's actually a proverb that dates back to the late 1500's. Personally, I think it's an overused line but there's a lot of truth to it if you happen to be searching for a new home in Sonoma and you are working with more than one agent.

As I've pointed out before, there are a lot more real estate agents in Sonoma Valley than there are homes for sale here. As of this writing there are two licensed agents for every home that is currently listed for sale in Sonoma. By the numbers, that’s 500-plus agents vs. about 250 active listings. Knowledgeable and active agents are familiar with most Sonoma homes on the market.

The most knowledgeable agents are also aware of properties that are not listed on the MLS but are "quietly" for sale. These are the Sonoma "pocket listings" that Realtors share judiciously with one another from time-to-time. There are a few secretly-for-sale or truly confidential listings out there but, the fact is, these should have limited appeal to value-conscious buyers because the owners of these homes aren't really motivated sellers. They are "testing" the market to see if they can get their price and they will only sell if they get top dollar despite today's currently low property values.

It's easy to see why a buyer might think it makes sense to have two, or even more, agents working for them. When we buy a car, a major appliance, even brand name clothing---if we are smart shoppers---we "shop around". But there are differences between buying basic consumer goods and buying real estate. The salesperson who helps you purchase that car, refrigerator, or new jeans has a relatively simple task and far more inventory at their disposal. Sonoma residential real estate is unique, complex, and a great property can’t be found in a showroom or on a shelf.

So how does this tie into the downside of working with more than one agent? In one word: motivation. If you are looking for a home in Sonoma, your chances of finding it are reduced without a motivated agent to help you. Most of us work very hard at what we do. It's a super competitive business. The most successful agents prioritize their clients. The best agents have lists of "A" clients, "B" clients, and so on.

"Are you working with an agent?" An experienced real estate pro will ask you that early on. We want to know because if the answer is "yes," it tells us you are probably already tuned in to the listings that are available but for whatever reason---and there could be many---you haven't found what you are looking for. A "yes" answer frequently means are not happy with your current agent, Agent Number One, and are hoping Agent Number Two will bring you different results. If you answer "yes," a top-notch agent will still be interested in you but not AS interested as they would be if you weren’t working with someone else. In other words, if you are working with another agent, you won't get the full attention, energy, or insider expertise that you need to find the home of your dreams.

If you say "no"---and you have already seen homes shown by Agent Number One---it won't be long before Agent Number Two figures it out. Agent Two will line up the same properties to show you that Agent One did, based on the criteria you provide. Once you indicate you've already seen a Sonoma home— or a few— your relationship with Agent One is revealed and there's simply nothing like deception to deter agent motivation than finding out you’re being “two-timed.”

Here’s a time-tested recipe for success if you are hungry for a Sonoma home. The necessary ingredients are pretty basic---your commitment to work with one agent and finding the right agent who will stir the pot for as long as it takes to get ‘er done.

Kirsten Lindquist
Pacific Union International
707.337.1182
kirsten.lindquist@pacunion.com 
www.SonomaIsHome.com