Your clients will nearly always ask you to recommend the additional real estate professionals they'll need to complete their transaction. The list of people they might need to work with includes bank loan officers or mortgage brokers, attorneys, title companies, home and pest inspectors, appraisers, land surveyors, repair services, general contractors, and anyone else who takes part in the steps required to buy or sell real estate. Start identifying the best individuals for specific situations now so that you can make recommendations to your clients when they ask for your advice.

Always try to give your clients choices by offering at least two contact names for each type of service — three is better. Sending your buyers and sellers to any one individual could have negative repercussions for you if the client has problems with the services provided — even if it's simply a personality conflict. Leave the final choice of service providers up to your clients.

Unless they've bought and sold a great deal of real estate themselves, new agents don't always have a lot of firsthand experience with the supporting professionals who are involved in a sale. If you aren't sure where to start, begin by talking to the other agents in your office to find out which members of the real estate community they recommend for certain tasks. Visit your local Chamber of Commerce and pick up business cards and brochures for area service providers. Check the roster of your local Board of Realtors®. Real estate professionals in related fields are often affiliate members.

Firsthand knowledge of how each person handles transactions is something you'll acquire over time as you see them complete their jobs. For now, call or visit with as many service providers as possible to introduce yourself and start forming opinions about their personalities and the way they handle questions.

Bank Loan officers vs. Mortgage Brokers

Loan officers working at a bank or savings and loan company are employees of that single lender and can offer your clients its loan products. Mortgage brokers are independent agents who often network with hundreds of lenders throughout the country, including lenders who will approve loans for people with blemished credit or people who have been self-employed for a short time. These are loans that individual banks often have a more difficult time achieving, such as loans for those with less than perfect credit, but individual banks often have great programs for people with excellent credit and regular employment histories. Get to know your local loan officers and mortgage brokers so that you can suggest an appropriate mortgage solution that suits the needs of your buying clients.

Follow Through

Your task is to find service providers who care deeply about customer service. Think about the typical real estate closing and the relatively short amount of time you have to complete the transaction — sometimes as little as thirty days. Every provider your client chooses must be someone you can depend on to complete her share of the work competently and on time. Delays lead to frustration and frustration often leads to abandoned contracts. That is not good for your career or your client's peace of mind.

Being able to give your clients a thoughtful, honest opinion about service providers is an ability you'll develop over time. Ask your broker-in-charge for advice if you don't feel you can develop a list of real estate professionals yourself.