A Realtor Needs Right Information

“Real Estate Q&A;” by Robert Bruss (“Pre-Approval Ends Probing by Realtors,” Oct. 6) often features questions from buyers and sellers complaining about real estate agents asking “personal” questions, such as “How much is your down payment?” “How long have you been looking for a home?” and “How soon do you have to move?” Generally the person suggests that these are “private” issues that are none of the agent’s business. They couldn’t be more wrong.

Understandably, people object to the increasing invasions on our privacy. As technology advances, the Information Age seems to be making much of our personal life public. In response, people often assert the cherished American right to keep private information private. However, like most things, there are exceptions when personal information must be shared.

One important exception is in working with a real estate agent. By definition, an “agent” represents and acts for the buyer or seller. The agent also makes expert recommendations to the buyer or seller in many critical areas of the agent’s expertise. To give proper advice, the Realtor needs sufficient information.

The agent isn’t asking questions out of idle curiosity or to gain an advantage. The questions seek information so that the agents can do their job right. For example, in response to “When do you have to move?” a buyer might answer: “Our current home is in escrow, and we need to purchase and move into our new home in 28 days.” This information tells that agent that urgent action is required, and that the agent should show the client homes that are either vacant, or where the agent confirms in advance that the occupants can be out in 28 days. Without proper information, the agent might waste precious time showing property which doesn’t meet the client’s needs.

Think of it like this: You wouldn’t let a doctor diagnose you if he didn’t first ask questions about your symptoms. When seeking professional help from a doctor, lawyer or accountant, you expect to answer personal questions so that the professional can properly evaluate your needs and give you correct advice. Their advice would be useless if they didn’t ask personal questions first. But with real estate, a very significant matter, buyers and sellers often feel that their personal details are none of the agent’s business. Sellers and buyers, think again. In the case of your real estate professional, asking personal questions is exactly that: their business.

IAN DYER

Real Estate Broker