S.E.C. Real Estate Observer

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There is no getting around it. Generally broker-owned presentations are tough to moderate and listen to at best. Let’s examine the reasons for this so that broker-owned presenters are allowed to be the best they can possibly be.

One of the basic principles of real estate counseling is to be objective. Whether the client realizes it or not, they rely on the Counselor to maintain an objective perspective. Remaining objective, not detached, affords the Counselor the opportunity to gain a perspective not available to the client. This principle holds true in professions outside real estate, e.g. legal, medical, etc. Have you not heard of the cliché- “The attorney that represents himself has a fool for a client”? In instances where the Counselor loses objectivity, not only do they hinder their ability to recognize a solution or transaction possibility for their client, but also they now become a part of the problem.

How does the lack of objectivity relate to broker-owned presentations? In effect, the Moderator becomes the presenter’s Counselor. The broker-owner presenter is too emotional and too close to the issues to think clearly. They distort reality, and because they have total authority and are the decision maker, they tend to hear only those inputs that are most in tune with their perspective and emotional wants. Their ego and pride are at stake. They have no fallback or buffer position, thereby becoming vague, defensive and uncommitted in their answers. The participants become suspicious and interpret this behavior as a presenter who is confused and purposely deceptive. The broker-owner presenter becomes exasperated when the participants interpret their presentation as merely trolling or a “testing the water” effort. Too much negativity arises. This catch-22 situation cultivates lack of credibility and distrust.

These are the situations where a Moderator’s skills and expertise are desperately needed. The Moderator is once again removed from the client. The Moderator who maintains objectivity in working with a presenter who has “lost it.” can perhaps re-orient the presenter and return them to a more objective point of view.

Broker-owned presenters are well advised to seek outside representation. We all know why this is not entirely palatable! The purported economic loss aside, what is gained by such a recommendation? First, is an honest answer to the question that, even IF you could analyze or counsel yourself, would you really want you as a client? Second, is the acknowledgement that the worse person to negotiate for you is you. Third, is ego. We take ourselves too seriously in interactions that concern us. We care too much about ourselves. That puts us under tremendous pressure and stress. We don’t want to feel inadequate or unfair. This leads to quick and uninformed answers and decisions being made or rendered.

Understanding the apparent obstacles to allow a well-formulated broker-owner presentation puts the Moderator in a position to be of real eservice to the broker-owner presenter. Two of the best inquiries to make of the broker-owner presenter are:

(1) How can we best assist you today?

(2) What are you prepared to do for us so we can facilitate a transaction with you?

The tenor of these inquiries creates the forum for the broker-owner presenter to ask for assistance without feeling diminished or vulnerable. It provides them an opportunity to express themselves in a non-threatening and helpful manner. Patience and tolerance on the part of the Moderator will assist the broker-owner presenter from becoming defensive, argumentative or combative. Broker-owner presenters need an objective Moderator. They just don’t realize it!

All of us are well advised to remember that the solution to the “problem” is in the person who has the “problem.” If indeed part of effective counseling is the process of revealing one’s self unto oneself, effective Moderators must embrace that same process. The result for the broker-owner presenter is the awakening to a transaction that may have eluded him or her.