Brokerage manual reveals tricks of the trade in NYC

One pithy tip from the guide: Engage clients in small talk, such as "Do you like the sun?"

TRD New York /
Jul.July 23, 2014 10:00 AM
 

When is it appropriate for a broker to date a potential tenant? According to a real estate manual from an unnamed brokerage, not until “after we rent them and collect the broker’s fee.”

The Guardian got its hands on that manual for real estate agents in New York City after it was left in one reporter’s apartment. Other advice includes: always get the client into the office and never show an apartment to a husband without his wife.

If something is above a client’s price range? Don’t worry because the manual has an answer.

“Think out of bounds; if their budget is $3,100, show an apartment for $3,500,” the manual states.

And of course size doesn’t matter for brokers. If a client says an apartment is too small, the brokers are instructed, per the manual, to say: “all apartments are basically four walls” or “most people are not going to be home that much to begin with.”

As far as winning a client’s trust, the manual has something to say about that too: small talk. “Get the client involved by asking them questions,” the manual reads. “For example: ‘Do you like the sun?’ Of course they’ll say yes. Who doesn’t like it?” [Guardian] — Claire Moses


Related Articles

arrow_forward_ios
Matthew James (Credit: ABC)

First black “Bachelor” for ABC comes from real estate world

First black “Bachelor” for ABC comes from real estate world
You know those other people that brokers always tell you want the same property you do? Turns out they all definitely exist.

Small Talk: I Am the Other Person Interested in Buying This Home

Small Talk: I Am the Other Person Interested in Buying This Home
NestApple head broker Nicole Fishman, Localize.city president Stephen Kalifowitz, RentHop founder Lee Lin and RoomZoom founder Elien Becque

Broker-fee ban could boost some startups, doom others

Broker-fee ban could boost some startups, doom others
New York Brokers React on Social Media to Rental Fee Change

Here’s what TRD’s Instagram followers are saying about the broker fee ban

Here’s what TRD’s Instagram followers are saying about the broker fee ban
REBNY President Jim Whelan (Credit: iStock; Whelan by Anuja Shakya)

Rental commissions are back — for now

Rental commissions are back — for now
Watch The Real Deal's Erin Hudson explain the breaking broker fee news on CBSN

TRD on TV: Erin Hudson talks broker-fee shocker on CBS

TRD on TV: Erin Hudson talks broker-fee shocker on CBS
Boston Mayor Martin Walsh (Credit: Getty Images)

Boston takes a cue from New York, looks to reverse broker fee system

Boston takes a cue from New York, looks to reverse broker fee system
(Credit: iStock)

Tenant advocates celebrate landlords’ having to pay broker fees

Tenant advocates celebrate landlords’ having to pay broker fees
arrow_forward_ios

The Deal's newsletters give you the latest scoops, fresh headlines, marketing data, and things to know within the industry.

Loading...