It has been interesting through the years to observe and contemplate the reasons clients select certain sales representatives over others. There has never been a time when the consumer did not want a "good deal." In fact, consumers want the best deal they can get. I overheard a sales clerk ask a store customer after some conversation about an item, "So, what price do you want to pay?" To which the customer remarked, "I want a whale of a deal." Actually, other language was used, but this substitution hopefully conveys the point. Obviously, market conditions and timing influence the motivation for selection of real estate agents, but there are common traits top agents possess and which discerning clients seek. Here are some of the key items.

1. Professionalism. This involves skill and technique along with a high level of performance.
2. Regard for the client's position. Showing concern for the best outcome for the client is fundamental.
3. Good communication skills. The ability to express and convey an idea is important, but being able to demonstrate the condition of being a good listener is foremost.
4. Loyalty and confidentiality. These two elements are essential among the fiduciary duties of agency. Being trustworthy and protecting the privacy and confidential information of the client are mandatory. Not only are these elements important to the consumer, but they are also required of the agent in order to act within the mandates of the law.
5. Make it easy to be respected. In sales relationships, the blending of personalities is a must. Along with the ability to deal with various aspects of a transaction, the agent has to conduct him or herself in a manner acceptable to the clients, but particularly in a way that gets the job done and the client feels good about it. The client looks to the agent's manner of speech and expression, attire and appearance, including the agent's vehicle and how its condition; these seem to be an extension of the client and the client's property.
The interview process by both client and agent and the presentation style and
content by the agent is the time and place where evaluations occur and where decisions are made as to whether or not the arrangement is likely to be a comfortable, compatible, win-win experience for all concerned.

St. George REALTOR® Jim Coleman is Associate Broker and Partner/Owner of ERA Brokers Consolidated. He Specializes in Residential, Investment and Commercial Real Estate, holding National Designations of Accredited Buyers Representative (ABR), Certified Residential Specialist (CRS), Resort and Second Home Property Specialist (RSPS), Seniors Real Estate Specialist (SRES), Certified International Property Specialist (CIPS), GREEN Property Specialist, and Certified Short Sale and Foreclosure Resource Specialist (SFR). You can contact him by e-mail at Jim@JimColeman4Homes.com. Call: (435) 627-5411; or write: Jim Coleman, 201 East St. George Boulevard, St. George, Utah 84770. This and other columns are available at www.WinningTalk.com/articles.