Why Specialized Teams of Agents Bring Value in Real Estate

Varying types of real estate agent teams have become a big thing in the last 10 years. They used to be few and far between and mostly reserved for high-end agents who had buyers agents who worked for them. Now teams are quite the norm. Teams in various capacities in a brokerage are really valuable. They bring together pods of experts. Whether it is relocation teams who have been in place for ages or an eTeam handling internet leads which is a newer development or a real estate agent sales team who sell under another agent, they are highly trained and specialized in specific processes and procedures which often makes them easy to work with and highly successful because they have agreed to abide by the guidelines outlined to participate in the team. They often have specialized training and have to meet very specific criteria to participate.

Specialized is Good

I have always been one of those people who likes services delivered by specialists. I go to specialized doctors. I am not a fan of generalists. Everyone starts out generalizing to get a broad base of knowledge and that’s good. But I like my asthma doctors because they have studied in a very specified field for a long time. They are experts and I like experts. But I also understand if we don’t know what the problem or the need is, then a generalist may be the best choice for us.

People who have made it their life’s work to carve out a niche have enough of a passion in that area to target a market segment. Like agents who focus on luxury properties or handle horse property or first-time buyers or focus on a very specific farm area. Agents that specialize typically also handle properties that don’t always fit in their niche, but that’s to pay the bills if the niche is small. They really shine in their area of expertise, but it can be risky business if the niche is crowded, so you had better be good. If I have a horse property to sell, you can bet I am going to seek out a horse property specialist.

Relocation Teams Rock

In relocation, when a family is relocating to a new community, using a specialized relocation agent can make the move go much smoother. An experienced relocation agent has seen it all. They are usually dealing with out-of-area buyers or vacant homes and have long been accustomed to many things that have just come into practice recently like remote closings and virtual showings along with many remote activities that come with dealing with absentee sellers and buyers.

Relocation agents help families acclimate to the area that is foreign to them by giving them a peek into the lifestyle, housing, and community.  When an agent becomes accustomed to helping people from out of town, they have a heightened awareness of the importance of lifestyle that some may take for granted. When a family considers moving from a very affordable market to a high-cost market area like California, the dialog isn’t just about the house they are going to live in, it’s about their ability to go to the beach and to ski within a two-hour drive. And access to cultural and philanthropic activities and high-quality restaurants along with easy getaways like hiking trails, desert resorts, or wine country retreats. The weather and lifestyle become a very important part of the discussion because many parts of California along with other high-priced areas around the country can’t compete on price. So the discussion about never shoveling snow or rarely using your heater or air conditioner becomes an important part of the dialog for transferees.

Relocation team agents become hyper-aware of the schools and special services for children, seniors, and pets who are often a part of the family unit. Sometimes the first ‘friends’ in their new community are their relocation agents. It all comes down to having empathy for a family that is facing a life-changing event by moving to a completely foreign area.  I can’t tell you how many times I have heard agents say that relocation clients have become lifelong friends.

But an agent can only do so much to paint the picture of why a family should move to a high cost of living area like California. The process can be a time-consuming dead end when a family is not vetted properly prior to their preview trip. So it often becomes a paid ‘vacation’ for the family which includes a trip to Disneyland and a big fat waste of time for an agent.

Corporate Headhunters and Recruiters can make it a win

While I am sensitive to the fact that there is truly a war for talent, the Recruiters, Headhunters, and Hiring Managers for corporations who are desperate to fill positions need to take the time to determine if not only the candidate is a fit for the job, but if the area is a fit for the family. Is a family of six who lives on several acres and own horses expected to come to LA for a drastic downsize? Unless the company is going to provide a really significant cost of living increase, this is probably not going to be a successful job acceptance. We can’t make assumptions, but by being curious and asking questions very early in the process, we can try to seek out their perspective and openness for such a dramatic change of environment.

Let the Local Experts Help

This vetting can be achieved by connecting Relocation Directors of real estate firms with the Benefits Managers and Recruiters prior to the preview trip. You need a local expert to help create some context by discussing pricing, type of housing, and amenities in various markets.  I am certain the corporation would rather focus on a more suitable market area match besides just focusing on the job match. It would save them a lot of money and time. A short questionnaire can get to the bottom of what is important to that family in a home and community and could raise any red flags early on.

While prospective employees immediately jump online and begin to search for properties, they are doing it without context. They don’t know commute times or neighborhoods to delineate whether the area might be a fit for them. What appears to be a short commute on a map might really be a bone-crushing drive during rush hour.

So when seeking out the perfect person for the job, I hope corporations will pay attention to the fact that there are typically factors that are not job-related that will be a huge determining factor in whether a move is accepted. By identifying that upfront and by having open communications with local experts, the company can save time and money and leave the relocation agents to focus on those prospective transferees whose lifestyle preferences and price range fit the profile of the market.

“None of us is as smart as all of us.” ― Ken Blanchard