This past week, a real estate agent opined in her blog that when agents make a practice of asking a buyer for a pre-approval, or even request that they sign a buyer agency agreement to show a commitment on their part, that this is a sign of "disrespect" to the consumer.

She further went on to say that she herself has used the services of real estate agents in the past and if any of them had asked upfront for evidence of her financial qualifications or willingness to make a commitment, she'd have found someone else who showed her the respect she believed she deserved as a consumer. I read her post and was frankly, speechless. And when I found at least two dozen comments from other agents on her blog exclaiming what a great post she made and how they agreed with her a hundred percent, I was even more so.

Sheesh! Is there any profession other than real estate that considers it "disrespectful" to ask that their time and expertise be valued? Is it so outlandish to have the expectation that if you do your job well and help the client to achieve their goals that you have the right (horror of horrors) to get paid? And why pray tell, in an industry that traditionally asks for no upfront fees and where one is required to pay all expenses such as (hmm, I don't know, maybe GAS!) out of pocket, it is somehow "disrespectful" to actually ask for some kind of a commitment to work exclusively so that when the consumer actually finds their home, that you can get paid for your efforts?!?!

Consider that if you have a doctor or dentist appointment and cancel less than 24 hours before that appointment, most will charge you for the appointment anyway. Do we find it "disrespectful" that a provider has such a policy? The answer is a resounding NO. In fact when a professional communicates that their time, as well as their expertise is valuable, it's amazing how many show up on time rather than call and say they decided to work with another dentist.

I guess professional real estate consultants are a different breed, viewing the real estate industry and our role in it quite differently. We discussed this subject extensively on our Coaching Forum and here are just a few of the comments:

"I advise buyers that they should be pre-approved before starting their search, not just to avoid wasting my time but to avoid wasting theirs. Buying a home is an emotional process and not being able to get the financing in place to purchase that home they just fell in love with is tragic. As a professional consultant, I owe it to a potential client to give them advice that is in their best interest and it's irresponsible to work with a buyer who doesn't know how much they can afford." Brent Fraizer, Kansas City, MO

"Respect is a two way street. This agent's approach invites the consumer to disrespect the agent. It sends the wrong, and very unprofessional, message. Why not grab a billboard and announce...I Don't Care If You Waste My Time...JUST CALL 1-800-USE-ME NOW!!!" Judi Bryan, Bloomingdale, IL

"Yes, why don't we all drive unqualified, uncommitted buyers around for weeks so they can write an offer at someone else's open house, or have their long-lost cousin from the hinterlands write it for them. Disrespectful? Where does a lack of respect result from a sincere desire to form a professional and mutually beneficial business relationship? I am all for folks helping the industry grow toward professionalism. Methods like the ones she proposes will only lead us backward." Jack Harper, Brentwood, CA

"Where I think she missed the boat was that it isn't being nosy to ask for some basics, it is business. And it isn't WHAT you say as much as HOW you say it. I have listings on houses I've never seen because it's about building trust and rapport. I wonder what her net is after paying expenses like gas." Paula Bean, Orlando, FL

As Judi Bryan said, respect is a two way street. To ask a prospective client for financial qualifications and a willingness to make a commitment during an initial consultation is not "disrespectful". It's professional. How sad that few agents dare to ask a prospective client to sit down for an initial consultation and explain how they work but rather run a free taxi service, spend their days putting warm bodies in their cars and run up gas bills, working for consumers who believe that agents are supposed to work for free.

They believe it for a reason - as an industry we shout it from the rooftops: "FREE CMA!" "MY SERVICES ARE FREE UNLESS YOU CLOSE!" We have shouted it for so long that we have stopped asking why our precious time and the expertise that comes from years of experience has no value.

Published: September 18, 2008

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Mollie W. Wasserman is a pioneer in the development of Real Estate Consulting. She is the founder of the Accredited Consultant in Real Estate (ACRE®) Designation Course and Coaching Program, and author of the book Ripping the Roof Off Real Estate - How a Multi-Billion Dollar Industry Came to Have an Identity Crisis. Mollie is a real estate broker, ABR, e-PRO 500 (Select 50), iSucceed Mentor as well as one of only 200 CyberstarsTM. For more information about the ACRE® program, visit TheConsultingTimes.com, the premier journal of Real Estate Consulting or see the latest videos on Real Estate Consulting at ACREonYouTube.com.