Real Estate- To conjunct or not to conjunct…

This debate has been going on for a long time. Since this group is about sharing leads, referrals and buyers, then I guess it’s appropriate to discuss here.

Well straight up my opinion is always conjunct, no questions asked 50/50. Could I make sales without this policy? OF COURSE. But I would prefer half of 10 sales a month than one or two full sales.

I mean the extreme of this is a VERY high profile office where I have heard, from more than one source, so I’m going to believe it until I’m proved otherwise, that agents hide their potential appraisals and won’t even utter the address in the office for fear that their own colleagues will jump their listings, before they even get them. God, talk about a scarcity mentality. If you have this mentality, please leave this group.

There are WAY too many listings in all of your respective areas for any one agent to handle, yes even you Chris and Jason, haha. So find the 6-8 exclusive listings at any one time, sell one or two a week, even if it’s in conjunction with another agent, and make a massive 6 figure income.

I once had the perfect buyer for a competing agents property down the road, and I called him and asked if he was conjuncting, and his reply was words to the effect of…

‘Well I still have $3000 of the clients advertising money to spend. Call me in 2 1/2 weeks and I’ll talk to you then.’

Isn’t that dandy when he is working, supposedly, under a code of conduct that says, among other things, act in the clients best interests, under their instructions, keep them informed and get the highest price. All I have to say is OUCH !!!

Now I used to get mad when talking about this guy, but I really owe him a bottle of bourbon as I use him as an example of what NOT TO DO in nearly every REIQ training session on this subject that I teach.

Another point here is I sent the buyers to his open house anyway, and told them to remember who was looking after their client. When they sell, who do you think they’ll call? And by the way, they have already given me one referral making me $4000. Expensive little mistake in scarcity thinking by our friend huh?

While we’re on the Code of Conduct (I hear some of you sigh in boredom, I know I know, stay with me) the code Part 20, with regards to conjunctions states we must

a) Explain to the client what conjunctions are
b)Explain your office policy to the client
c) ACT ON THEIR INTRUCTIONS

No where in the code does it state when asked by your fellow salespeople, that you shoud –

a) go into your head and think ‘Can I sell this myself?’
b) if you think you can, refuse to conjunct
c) if you think you’re struggling, agree to conjunct.

If you do make these sorts of decisions without regard to your clients instructions, you are breaking the LAW. (the code of conduct is the law, with legal ramifications)

But aside from the legal ramifications (that let’s face it, you probably won’t get in trouble for because the clients don’t know the code), it makes good business sense. Consider

– Who gets the credit for a quick sale?
– Who gets the referrals?
– Who gets the SOLD sign plastered on the property?
– Who gets the opportunity to letter box drop the entire area?

Well, if done correctly, the listing agent gets all these things and they DIDN’T
EVEN PRODUCE THE BUYER.

I had an example recently of a listing agent who conjuncted, didn’t do any of the letter box dropping etc, nothing. And then they whinged when the conjuncting agent, when noticing no activity, JUMPED on the chance, and claimed the credit. I tell you guys, the bar is set so low by our competitors, and I’m assuming that those of you who read this post are the ones with my mentality of abundance, skill, marketing and profile.

Develop fans guys, give away ALL the commission if it means you get the yearly referral from both the buyer and seller.

Thanks for reading so much, I got on a roll here, I’d love to hear your comments,

Glenn Twiddle
Real Estate Training Brisbane