Dear David,

We are ready to move closer to our grandkids, who live a few hours away. We’ve been working with the same real estate agent for as long as we’ve been buying homes, but this time when we called him, he tried to refer us to someone we don’t know. We are wondering how to approach this situation with our agent as it feels like we are getting the brush off. Where do we go from here? – LONG TIME CLIENT 

DEAR CLIENT: I feel like the situation merits a heart-to-heart with your long time agent. Because you are moving to another city, he may be out of his area of expertise and doing you a valuable service by introducing you to someone local. 

Along with being the slogan of the Ontario Lottery and Gaming Corporation (OLG), “know your limit, play within it” is an analogy that many Realtors live by. As industry experts, it’s our job to know the area(s) we work in like the back of our hands. When a client needs help somewhere less familiar, we owe it to them to act as a matchmaker and introduce them to a real estate expert from that area.

When clients of mine are moving outside my area of expertise (and when I don’t already know someone from that area), I do my own research, make phone calls, and connect them with an experienced agent to ensure a successful buying experience. There are over 100 thousand Realtors in Ontario, and many of them work in the industry on a part-time basis. When it comes to finding an agent with the experience you need, the right introduction can be a game-changer.

When the situation is reversed and I receive an out-of-area referral, clients count on me to find them neighbourhoods and properties that fit their lifestyle, even though they are unfamiliar with the region. I offer guidance on where to move, and more importantly, where not to. I’m also always happy to introduce them to my favourite golf course and breakfast spot. 

I recently met with clients who needed to sell their home. They bought their house about a year ago, and used an out-of-town agent for the purchase. These homeowners were disheartened to discover they had overpaid for their house, after operating under the assumption that the listing price was reasonable. Because of their assumption, and their agent’s unfamiliarity with the local market, they ended up paying about ten percent more for their house than they should have.

Today’s real estate data is detailed and precise, which makes researching property values simple enough for an experienced agent. The sheer volume of available information has made the real estate market much like the stock market, in that property value fluctuations are felt almost in real time.

PRO TIP: Gone are the days when the real estate market was predictable and consistent from one region to the next. Now more than ever, you need an agent who is in tune with the nuances of your area and able to meet your needs without making a four-hour round trip. In all likelihood, a referral to a local Realtor will serve you well. #Advice #AskDavid #TheNegotiator

David is a top-selling Broker in Kitchener-Waterloo Region. He works personally with you when selling or buying your home. Moving? Get it right. Ask David today! Call or text 519-577-1212.