Realtors. Can we call ourselves professionals?

In recent years, from many quarters, concerns have been expressed about the continuing decline in professionalism. This includes medical doctors, lawyers, accountants, other professions and certainly Realtors, assuming that we who transact in real estate as agents for sellers and buyers could be considered as a profession in the first place. 

That all Realtors can legitimately call themselves “professional” is questionable, because many of the basic canons of a profession seem to be lacking. One only has to follow the blogs and opinion pieces in real estate publications to prove the point. The public is very cynical about this. Some place Realtors in the same category as used car salesmen and politicians. In the real estate industry there appears to be less focus by Realtors on the needs of clients and more on making that sale or getting that listing. It is suggested that many have forsaken their professional roots and regard their agency solely as a business, and professionalism is a lesser priority. This creates the need to inform the public more by deed than word that Realtors are indeed professionals. We as Realtors must demonstrate by high standards of ethical behaviour, service and conduct that we live up to the tenets of professionalism and the Codes of Ethics we and the public so often hear preached.

Professionalism is best described as a relationship between a person who has a high level of expertise and discipline in a chosen field and who is a member of an organized group of like-minded individuals with the same expertise and discipline in the same field, and the relationship they have with their clientele. The building blocks of professionalism are being well educated in the chosen discipline, integrity, honour, leadership, independence, pride, collegiality and service, all balanced with commercialism.

This includes the relationship between a Realtor and a client and the unwritten contract between the Realtor and society. An essential attribute is the ability to provide sound advice, competent service and to quote the medical profession, “Do no harm.” Real professionalism involves a pride in one’s work, a commitment to quality, a dedication to the interests of the client and a sincere desire to help. Professional success is about attitudes and about character. These are demonstrated by energy, drive, initiative, commitment, involvement, enthusiasm and the ability to provide sound advice.

Professionalism does not mean wearing a suit, carrying a briefcase, driving a high-priced automobile or always having your cell phone at the ready, just in case. Nor is it having a collection of meaningless (to the public) designations and diplomas, which many associations and commercial diploma mills are far too anxious to hand out. It is not one, but a combination of qualities; not a skill but a blending and integration of a variety of skills and attributes.

In real estate brokerage there are many very competent, very conscientious and very honest Realtors who could justifiably call themselves “professional”. They demonstrate all the mandatory characteristics just referred to. However, this is not the majority. In so many areas of the real estate brokerage industry commercialism and old-fashioned greed has taken over. To earn a good living is a common goal and a necessity, yet many are given over to avarice. Fundamental ethical behaviour, which often is in competition with increased revenue and profit, is losing.

Realtors win prizes and in-house recognition, not for doing a good job, not for advancing the acceptance of the industry, not for assisting the less knowledgeable or for high-quality professionalism, but for making the most sales, getting the most listings or earning the most commissions.

The real estate brokerage industry is a fractured commercial system comprised of largely poorly trained, ill-fitted candidates who were initially attracted by romantic notions of what selling real estate is all about and anticipation of high earnings, but for whom the starvation rate is high and the retention rate low. Although the pre-licensing courses have reduced the revolving door concept to a degree, the high failure rate persists. No other industry or profession would tolerate such seduction of the innocent and this waste of human resources as does the real estate brokerage industry.

There is a philosophy, not spoken about but certainly practiced by the real estate brokerages. If at the beginning of a fiscal quarter you hire 10 new sales agents and if at the end of the quarter two remain, your real estate brokerage has done well.

Professionalism must start with the Realtors themselves, insisting that all practitioners uphold the tenets of true professionalism and eliminate from their ranks those who do not. Until this occurs, acceptance by society will never be attained. The greatest challenge will be the elimination of unprofessional conduct from all unethical and incompetent Realtors. This is to consider the interests of real estate clients and the public as the No. 1 priority. This will demonstrate care and concern of the real estate client’s welfare in all of Realtors actions, not by giving only lip service or obtaining continuing education credits for having taken an ethics course, but a genuine commitment.

Inspired by an editorial by Lloyd R. Manning AACI, FRI, CCRA, PApp