Relocation Spotlight on Martha Turner Sotheby’s International Realty
As the Houston real estate business landscape continues to change, underscored by some notable mergers and acquisitions, Martha Turner Sotheby’s International Realty remains a constant leader within the local market.
In fact, the Martha Turner name has been part of the Houston real estate fabric since 1981.
During a recent interview with Tess Chaney, the company’s relocation director, she discussed why longevity and stability are important factors to consider when choosing a real estate firm, what consumers expect from their agents today, and the benefits of a collaborative work environment.
Following are excerpts from our conversation:
MS: Why are longevity and stability in the Houston market important factors for buyers and sellers when choosing a real estate firm?
TC: Both local clients and relocation clients want to work with a wellknown brand with a good reputation in our market and our industry in general. We are part of both the Sotheby’s International Realty family and Martha Turner, so we have brand and name recognition.
Market share also plays a huge role in how a company is perceived, and that means market share on a particular street and neighborhood. So, I think that our brand’s reputation within the clients’ markets is important.
The client rating experience and being able to read client feedback is also a big player in terms of how other people will perceive a company. A big part of consumerism right now is being able to read reviews and feel confident before taking that first step.
MS: What are some of the top things that your relocation clients look for and expect from their agents today?
TC: The most important things are responsiveness and communication, along with how the agent is able to navigate and use technology. It’s also important for the agent to answer all of their questions and meet expectations. The more that communication becomes part of a transaction, and as more technology interjects itself into the process, it affects how people expect to receive information. Everything is moving faster and is more high tech, and so being able to deliver information that is personalized and not generic, yet still effective and responsive is important to the client.
Also, with Houston being such a large city with a lot of submarkets, it’s important for the client to feel that the Realtor really knows the specific area and neighborhood, and will be able to advise the client, because there is so much information out there for buyers and sellers today.
MS: How do your agents help relocation buyers make sense of all of that information?
TC: I still think that the consumers want to have candid conversations about what they’re looking for, and work with agents who have first-hand knowledge of particular areas and neighborhoods and can show them what they have to offer. Every client has different hobbies and priorities, but they can’t understand a first-hand perspective of the community until they start to work with a local Realtor who has similar interests and can introduce them into the community.
MS: How does your office and company environment build on the strength and experience of your agents?
TC: I think that you have to have a space that brings people together, where they can be productive, but that is also collaborative, where everyone can contribute. It’s just human nature for people to want to be with each other, and form groups and specialized groups where they can discuss things together. So, it’s the feedback, the knowledge, the growth, and the energy and excitement, that all feeds off of each other. And, when that’s in a positive state and collaborative, everyone is more productive, happier, and proud to be part of the same team.
MS: How do you successfully integrate that spirit of collaboration within your relocation department, and how does that benefit your clients?
TC: Again, the responsiveness is one of the most important things for our clients. They are hearing from us quickly, and because we are all able to support each other internally as a team, they are able to receive the information that they need when they need it. So, there is no time delay, which is really important to our reputation, because real estate transactions move at a rapid pace.
We have people in different time zones calling in at all hours of the day, and so we have a shared email and we cover each other’s files if someone is out of the office. That’s really important for our clients. They are able to work with a department that has a whole team behind it, and there’s this sense of collaboration and working together to make this the best experience for our clients.