Experienced pros tell what it takes to be relocation agent
When people move to Houston, it is comforting to know that they are working with an agent who is committed to assisting relocation clients. This is especially important when the move is a corporate based relocation, as the process is typically a very rigid one.
Experienced relocation agents are those who have undergone training and have a deep knowledge and understanding of the procedures that must be followed.
They also tend to enjoy working with this type of client for a number of reasons, including the ability to make a difference in someone’s life.
Richard Ray of John Daugherty, Realtors is such an agent. As a consistent top producer for the company, he has built up quite the book of business, and could certainly turn down relocation referrals when offered. Instead he actively enjoys relocation business.
“The thing about relocation work is that it is found business,” Ray said. “It is given to you, and it’s a privilege, because you didn’t have to do the work or spend a bunch of money to get it.”
He said that this is where gratitude and humility are important traits for working with relocation clients.
“It’s about practicing servant leadership, which is being a humble servant to others, even when you are in a leadership role. In relocation, you work with people who are flying into town, making a job change, uprooting their family, and so they depend on you in many ways. So, you need to have a servant leadership role, where you shepherd them through the process. And that’s something that really appeals to me about working with relocation clients,” Ray said.
He added that while it allows him to make a difference during a critical time in his clients’ lives, that it has also helped him to become a better Realtor.
“I think it helps me to have a sharper edge, and to be quicker on my feet. When working with a relocation buyer, it’s a reminder of all of the steps that are involved, especially for someone who is coming into town and doesn’t know anything about the market,” Ray said.
When representing the seller in a relocation home sale, an agent must also be prepared to assist the buyer’s agent in understanding the process. This is because a relocation home sale transaction tends to generate a lot of additional paperwork, which might be unfamiliar to the buyer and the buyer’s agent.
“When selling a relocation listing, the buyer’s agent might not have had relocation training,” he said. “The key is to help that agent be the best agent that they can be for that buyer, without alienating anyone, because there are different rules that apply. It’s a more specialized type of transaction, with some little nuances that are not common. So, it’s about helping that agent appear knowledgeable to their buyer, which helps the whole transaction.”
Maylis Curie, an agent with Bernstein Realty, moved to Houston in 2007. Originally from France, Curie often draws upon her own international relocation experiences when working with her clients.
Like Ray, Curie said that she finds relocation work to be extremely rewarding.
“It’s more than just looking for a house; it’s helping relocation clients with practically everything. I answer questions that range from what school district to consider, to where to find baby formula, and where to buy a car, and how to get a driver’s license. So, it goes way beyond just finding a house,” Curie said.
It also involves a great deal of education, particularly about how real estate transactions and Realtors work in Houston, which can easily be misunderstood by someone who is moving here from outside of the country.
“Sometimes my clients think that they have to pay me to find them a house, or think that they should be calling the listing agent on every single listing. They just don’t know how it works, so it’s very important to explain everything to them from the start,” Curie said.
She said that it also takes patience, because relocation clients aren’t always sure where they want to live, so a lot of time is spent showing them different areas.
It also requires the ability to act quickly to client requests, because oftentimes relocation clients arrive in Houston with very little notice. For that reason, Curie said that she prides herself on being available when her clients need her.
“A lot of the time they’re very stressed, so it’s very important to be there for them, and hold their hands from the beginning to the end. And, it’s very satisfying when they find the right house, and we sign the papers and everybody is happy,” Curie said.
Michelle Sandlin is an award-winning writer, journalist and global mobility industry expert. Her work is frequently featured in Worldwide ERC’s Mobility magazine, and in various business and industry related publications and corporate blogs. Follow her on Facebook: www.facebook. com/TheMichelleSandlin and on Twitter: @ MichelleSandlin. Also visit “On the Move” at blog. chron.com/onthemove.