COOPERATION, NOT

Cooperation, Not Competition, Creates Mutual Success for Agents

When people get along during a business transaction, everyone comes out happier. And in a service industry like real estate, agents have the power deliver that happiness. By working cooperatively, sharing advice and helping each other help clients, agents not only enhance their own reputations, but that of real estate in general.

“Bring everyone together”

Matt Kobelski, with Credentials Real Estate Group in Massachusetts, points out that providing good service involves more people than the party you’re representing. “I’m not afraid to bring together all the parties in a deal and say, ‘OK, let’s figure out a solution that works best

Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem

for everyone,” he explains. “My goal is to avoid being adversarial.” Real estate, he believes, should always be a field in which each person can win. “It’s about working toward a mutual goal, shaking hands, and walking away happy that a seller sold, a buyer bought and everyone got what they wanted.”

But Is it that simple? Most agents have experienced the ways conflicting personalities and tension during a transaction can heat up even the most cordial relations. In reality, however, it’s more productive to let down your guard and work with others as a team than it is to allow stress and competition to preside. South Florida REALTOR ® and broker associate, Risë V. Siegrist, for instance, has zero interest in competing with other agents. “It’s more important to be professional and associate with competent, caring people,” she says. By serving others with a cooperative spirit, experienced agents like Risë set an excellent example for emerging real estate stars. Risë hopes to be a model for the next generation of agents, training people who may one day become part of her team.

Risë’s position on cooperation inspires more reasons for nurturing relationships with other agents. Over the decades, many agents change brokerages several times. Who knows if that agent across the table will one day work at the same brokerage you do? Perhaps you’ll even have an opportunity to partner on an exciting, future transaction. Good relations keep doors open to endless possibilities.

Co-listing cooperation

Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem. In fact, some agents cleverly capitalize on their collective attributes, rather than competing against one another. South Carolina REALTOR ® Kimberly Pannit is a perfect example of the universal benefits of co-listings. Although she has always been an independent agent, Kimberly works hard to form professional alliances that give her business the feel of a cooperative network across brokerages.

This cooperative approach may be nontraditional, but it benefits clients in unique ways. By working closely with agents at other brokerages, she shows how agents can improve client service while helping one another.

Kimberly’s cooperative approach began in her own neighborhood, where an agent friend from a different brokerage also lives. “Several years ago, I approached her because both of us were friends with our neighbors. I asked, ‘Why don’t we give our neighbors superior service and

co-list together? We both love our area and are passionate about our jobs, the location and schools.’” She also didn’t want to make their mutual friends choose between them when they could work together. “I said, ‘Let’s give them amazing service together!’” With their brokers’ permission, two weeks later the agents co-listed their first home and put extra energy into ensuring uninterrupted client service.

Networking and “Co-opertition”

When the ultimate goal is to match a client with the perfect home or create optimal terms of sale for a listings, networking with other agents can facilitate that ideal buyer-seller match. Nashville REALTOR ® and broker/owner Lisa Land embraced every opportunity to contribute meaningfully to the real estate industry and to her local market, even before building her own team. “Agents would frequently ask me for help or advice,” she says, noting that she shares, rather than guarding, the methods she uses to get through difficult or confusing transactions. “I was fortunate to have great mentors when I started in real estate, so I’m always willing to offer help, even to agents outside of The Luxe Collective.”

Meanwhile, on Cape Cod in Massachusetts, Janet Leigh Scott describes the climate between agents as relaxed and professional. “While the real estate market is highly competitive, we’re truly a ‘co-opertition’ market; agents work together and a have greater sense of community than you might experience in off-island brokerages,” Janet says. “If I have buyer coming into town, I’ll reach out to agents I’ve done transactions with to ask if they have anything coming up that might not be on the market yet.”

Even in hot, competitive L.A. real estate, independent agents such as Andrej Nagy of The Agency RE knows the importance of receiving and providing professional mentorship. “My relationships with clients are extremely important,” he says. “But my relationships with agents on the other side of a deal are also important.” For REALTORS ® like him, working smoothly with other agents is a privilege. Doing so builds rewarding relationships while ensuring win-win transactions for everyone at the closing table.

CELESTER THOMAS

Celester is now the lead broker and owner of Soldier to Soldier Hawaii Realty where he runs a team of 40 agents that operate throughout Oahu, Maui, and the Big Island.

For top agent Celester Thomas, service has defined his life. Celester spent the first 20 years of his career serving in the US military, all the while spending his free time investing in real estate. When he retired from military service in 2015, Celester knew that he wanted to continue serving members of his community by pursuing a career as an agent.

Fast-forward five years and hundreds of transactions later. Celester is now

the lead broker and owner of Soldier to Soldier Hawaii Realty where he runs a team of 40 agents that last year closed over $65 million in transactions. Soldier to Soldier Hawaii Realty currently operates throughout Oahu, Maui, and the Big Island, and Celester tells Top Agent that he has plans to open branches in Las Vegas and New York City in the near future. If you ask Celester how he has managed to build up his book of business so quickly, he will credit his genuine personality as being one of the primary drivers of his success. “A key way to build longterm relationships with your clients is to be genuine,” Celester explains. “So I’m a huge believer in just being yourself. Some people are going to like you, some people are going to hate you, and some

In order to promote the visibility of his business, Celester runs a number of TV ads that have helped make him a recognizable figure within the Hawaiian real estate world.

people are just not going to care. But generally people gravitate towards you if they think you are genuine.”

In order to promote the visibility of his business, Celester runs a number of TV ads that have helped make him a recognizable figure within the Hawaiian real estate world. In addition, he runs his own educational radio show to teach members of the general public about homeownership. These efforts have proven to be effective, and Celester is now frequently approached by prospective clients looking for his services. “I had a guy call me the other day who wanted me to sell his house because he said, ‘I feel like I know you because I’ve seen you so often and listened to your show so many times.’” Celester says.

At the end of the day, Celester loves his job because he gets to help other people. “There are a lot of military folks here in Hawaii, who will be stationed in-state for two or three years,” he explains. “A lot of the time that’s not long enough for them to build up much equity, so they are not going to make much on the sale of their home. I love being able to help them maximize the value of their property so that they can make the most of their hardearned money.”

Outside of work, Celester is very engaged in his community. He was heavily involved in the recent creation of a local Chamber of

Commerce, and frequently volunteers his time to educate consumers about the real estate industry by speaking at local events.

Looking to the future, Celester is excited to get his new lending business up and running while continuing to expand the reach of Soldier to Soldier Hawaii Realty. “My long-term goal is to expand to every major military location in the United States so we can continue to serve those who serve us.”

For more information about Celester Thomas,

please visit

www.soldiertosoldierhawaii.com,

call 808.312.7884 or email celester.thomas@gmail.com