Photograph by Paul Myers

Pete Myers is a broker associate at Fine Homes & Estates Seville Contempo in Los Gatos.

Relationship key in choosing agent

By Jean Newton

Whether somebody is buying or selling a home, finding a good Realtor and understanding his or her role should be the first step in what could be the most important transaction in a lifetime. It also could mean adding a new friend to the list after the close of escrow.

"A knowledgeable real estate agent who is familiar with the market and who can provide the proper mix of professional skills and services to meet your needs will make the process much smoother," said Realtor Jeff Barnett, president of Silicon Valley Association of Realtors and vice president of Alain Pinel Realtors of Los Gatos.

Choosing a large national company or a local neighborhood firm isn't as important as looking for the designation "Realtor," which signifies a real estate agent or broker who is a member of the National Association of Realtors. The "Realtor" designation is used by real estate agents and brokers who must adhere to a strict code of ethics and actively pursue continuing education to increase their professionalism and skill.

"Buying or selling a home is the largest transaction most people handle in their lifetime, so a high level of confidence in the professional you work with is critical," said Barnett. "You need to know the person you're working with is a competent professional who understands your needs and interests."

For many Realtors, building a good relationship with clients is the single most important factor in conducting business. And many Realtors believe that offering services beyond the traditional knowledge and expertise of the steps included in the transaction are essential in developing a good rapport with a client.

"In addition to negotiating the best price and consulting with the client during the whole process, you need to develop a relationship that works for both parties," said Realtor Pete Myers of Fine Homes and Estates Seville Contempo. "My main role as a Realtor is coordination and trying to make sure clients are happy."

Myers, who views his role as a Realtor as more of a consultant and teacher than a sales person, said it's important to find out what the client needs at the very first meeting. "Some clients want to be your friend and you become friends. Others just want information, so it depends on the client. Usually most agents are not pushy, contrary to what many people think. They are really knowledgeable and easygoing," he said.

In addition to coordinating client needs, negotiating the best price and terms, taking clients through the inspection process and closing escrow, Myers believes that sharing a variety of information has helped him to develop long-term business relationships with his clients. He keeps his database up-to-date and likes to communicate with clients both verbally and by email.

"I like to share my experiences and tell them about their new neighborhood--what doctors are available in the area, where is the nearest church, what is a good place to shop, and I provide both private and public school information if they need it. I even recommend restaurants and give them some ideas on where they can go on a weekend to Carmel or Napa or San Francisco."

If clients are relocating from another area, Myers makes sure they get a special relocation package provided by Fine Homes and Estates Seville Contempo that includes all the information a client needs to know about the area. In addition, he uses McCormack's Guide for specific details about Santa Clara County and Silicon Valley. The resource guide is updated annually and offers a profile-description of each city as well as a host of details ranging from academic rankings of public schools to grocery prices to directories of day care and infant care centers. Myers supplements the data with his own recommendations.

The personal touch pays off, although there are some pitfalls to giving out referrals and advice, said Myers. For instance he always clarifies that a vendor did a good job for him, but he can't always guarantee performance the next time around, and he finds that there's always a chance personal tastes differ. The goodwill gestures, however, usually outweigh any pitfalls.

After the transaction is completed, Myers likes to keep in touch with his clients. Often former clients will call to get his ideas on design or remodeling to find out if their plans are good for resale or not. He recently sold a home in Monte Sereno and the buyers asked for recommendations on good builders in the area, so he gave them some referrals and also recommended an architect.

"You want to be a one-stop shop. So personal advice and recommendations for vendors is very important. People want to know what sells and what doesn't and what will appeal for resale for the high-end buyer," said Myers. "When it comes to remodeling advice, you probably get the most money out of kitchen and bath remodels."

Now that the market has changed, the wait-and-see attitude of some buyers and sellers has initiated a trend for clients and Realtors to interview each other to see if there's a good fit.

"It's a two-way road," said Myers. "Some people are not motivated to sell or buy, but just want to explore the situation to see where the market is going. I encourage them to get on the Web and look at listings, and I send them updates of new listings. They can drive by and look to see if they are really interested in touring the home."

Access to the Internet helps clients narrow their choices and define their needs, but a knowledgeable Realtor is a necessary ingredient in a successful transaction said Barnett.

To find a Realtor, Barnett recommends talking to neighbors, friends and family for personal recommendations or checking out the association's website at www.siliconvalley-realtors.org for a list of Realtors by location.

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