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Why all agents need a few investor BFFs

04 October 2016 Tim Neary
Agent investor relationships

You know the drill. They tell you they have all the mechanisms in place to purchase, but two weeks into getting something done, the transaction falls apart. They lied. Now you’ve wasted your time and – worse – damaged the relationship with your seller.

Century 21 chairman and owner Charles Tarbey says, to avoid such a scenario, top agents prefer to market their listings with people they have a relationship with.

Mr Tarbey said while the agents act for the seller, they still need to have a relationship with the buyer.

Smart investors, meanwhile, know the value of having good relationships with agents, which is essential to getting the right property at the right price.


“If we get rid of all the mucking around and say, ‘Look, that is what the price is and you know and I both know it, so let’s get on with it,’ then we are all going to be happy,” he said.

“The seller is going to be happy, the buyer is going to be happy and the agent is going to get a fee in the process.”

Mr Tarbey said building relationships is not difficult. 

“We call it the ‘method of introduction’”.

“Say, for example, you want to sell a concept to AMP. You could walk into the foyer and ask the security guard to see the chairman of AMP. Your chances of getting to the next step are going to be pretty thin.

“But if I had a relationship with the chairman of AMP or I knew somebody who knew the chairman of AMP, I could utilise that relationship to get my message there, and get a much better opportunity to get the job done.”

Mr Tarbey said this is no different from an agent developing a great relationship with investors.

Why all agents need a few investor BFFs
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