During a market slowdown, independent transaction coordinators (TCs) have a distinct opportunity to showcase the advantages and sell their services to real estate agents and other professionals in the industry. But selling your TC services can be overwhelming.
With fluctuating purchase prices, tight inventory, and rising mortgage rates, agents face mounting pressure to manage costs effectively.
In a recent webinar, David Breckheimer—an industry veteran and real estate transaction coordination coach—shared expert guidance on thriving in these market conditions.
Drawing on decades of experience, David’s insights emphasize the importance of mindset, effective communication, and relationship-building. This article will examine how TCs can leverage today’s market by addressing agent concerns, communicating a flexible pricing model, and strengthening relationships with clients—all while using tools like ListedKit to build a reputation for reliability and adaptability.
Addressing Agent Pain Points Around Fixed Costs
Agents face numerous challenges, especially when managing fixed costs during slower periods. Rising mortgage rates, a modest increase in days on the market, and economic uncertainties can stretch agent budgets thin, creating a need for adaptable, cost-effective support.
- Provide Flexible, Transaction-Based Services: TCs offer a unique pricing structure that only applies to closed transactions, which means agents avoid monthly charges when deals are not closing. This model aligns well with agents’ need for flexible and manageable expenses. By relieving some of the costs agents face, TCs become an asset during periods of lower transaction volume.
“The tougher the market almost works for TCs’ advantage more than anything else,” David Breckheimer explains. When the real estate market slows, TCs can position themselves as risk-free partners, helping agents focus on valuable leads and transactions without adding financial burden.
By presenting transaction coordination as a flexible solution to the challenges of current economic conditions, TCs demonstrate their commitment to supporting the real estate community in a meaningful way.
Clear Communication for Selling Your TC Services
Transparent pricing and clear explanations of services are essential in a market where agents scrutinize every expense. TCs can stand out by offering a model that’s easy to understand and delivers real value.
- Emphasize Transaction-Based Costs: TCs provide an appealing alternative to salaried or fixed-fee support by charging only for completed transactions. This approach allows agents to focus on maximizing their closed transactions without incurring regular costs, which is particularly valuable given the fluctuating purchase prices in many areas.
- Articulate the Value of Your Service: Providing a detailed overview of your support, from tracking transaction details to managing timelines, can build trust and help agents understand how TCs reduce the workload. TCs handle everything from tracking paperwork to managing key deadlines, which means agents can prioritize client engagement, lead generation, and other activities that drive their business.
Clear and organized communication about pricing, as well as the specific benefits of transaction coordination, allows TCs to establish strong relationships with agents and differentiate themselves in a competitive market.
Building Confidence in Selling Your TC Services
In a competitive market, confidence is crucial. The approach to selling your TC services should go beyond basic sales tactics. Instead, it’s about offering genuine support, building connections, and conveying your expertise as a real estate business partner.
- Focus on Relationship Over Time and Consistent Value: David’s approach to selling is simple yet impactful: “The way I sell is not by being Slick Willy. It’s about providing freakish levels of value and developing real relationships.” He emphasizes that success in real estate transactions is built on trust and connection rather than flashy sales pitches.
- Personalize Client Interactions: Real estate agents value personal touches even in a digital landscape. A short voicemail or a quick introduction email to each co-op agent can go a long way in establishing rapport. By introducing yourself as a reliable TC and explaining how you’ll support the transaction, you create a more personal client experience.
Building a relationship-focused pitch enables TCs to become trusted allies within their clients’ real estate networks. Rather than focusing solely on transactions, TCs who emphasize genuine connections and consistent value create a lasting impression within the real estate community.
Maximizing Tools to Improve Efficiency and Scale
For TCs, managing the details of numerous transactions efficiently can be challenging. Many struggle to find the balance between streamlined operations and client satisfaction. David advises TCs to avoid overloading on tools and to focus on a single, effective platform like ListedKit.
- Streamline Your Workflow with ListedKit: ListedKit allows TCs to consolidate task management, client engagement, and transaction tracking into one system. Rather than juggling multiple platforms, ListedKit offers the versatility needed to handle everything from tracking timelines to communicating with agents in one place.
- Integrate Lead Generation and Task Management: Instead of looking for additional tools, TCs can use ListedKit’s capabilities to seamlessly combine lead generation with transaction workflows. David highlights this as a valuable way to simplify client engagement, stating that TCs should ask, “How can I make lead generation part of task management?” By incorporating potential leads and follow-up actions into the same system, TCs can manage their entire workflow efficiently.
With ListedKit, TCs have access to all the tools they need to provide effective communication, stay organized, and support their clients without losing track of key details.
Creating Solid Systems to Reinforce Value
In a slower real estate market, TCs present themselves as proactive professionals who handle the details of each transaction, giving agents peace of mind. A well-structured approach also makes TCs more efficient, helping them manage multiple transactions without sacrificing client satisfaction.
- Develop Consistent Communication Templates: Establishing templates or an SOP for frequent communication can help TCs streamline their process and deliver timely client updates. For example, sending regular progress updates on key transaction milestones lets agents know exactly where they stand. This reduces misunderstandings and helps keep everyone on track without additional back-and-forth.
- Position Yourself as a Reliable Partner in Business Operations: David points out that downturns give TCs “six to 12 to 18 months to prove that you are worth every penny.” Use each transaction as a chance to demonstrate reliability and value.
Creating a reliable system and establishing organized processes shows clients that you are more than just another service provider; you’re a consistent, valuable asset in their real estate operations.
Building Long-Term Relationships with Real Estate Professionals
TCs who prioritize long-term relationships over quick transactions often experience greater success. These connections can lead to a steady stream of work, referrals, and a reputation for reliability, particularly in a slower market where agents are more selective about partnerships.
- Provide Value from the Outset: As David advises, “Always provide a freakish level of value before they become your clients.” This could mean sharing industry knowledge or offering a quick consultation on best practices for managing busy time slots. Simple gestures like these help agents see you as a supportive partner, not just a service provider.
- Strengthen Connections Through Transactions: Each transaction offers an opportunity to build rapport and trust. Regular check-ins, attention to detail, and proactive communication go a long way in building solid relationships with agents. By making a lasting impression through excellent customer service, TCs can encourage recommendations from people in the agent’s network, creating more business in the future.
Investing time in these connections lays a foundation for long-term success, making TCs the go-to professionals for agents and brokers who value reliability and dedication.
Maintaining a Growth-Oriented Mindset in Challenging Market Conditions
Lastly, TCs who succeed during slowdowns do so because they view themselves as business owners, not merely service providers. This perspective helps them remain adaptable and open to evolving opportunities.
- Treat the Market as a Challenge and Opportunity: David remarks, “Everything kinda starts and ends with me with mindset and math.” Rather than viewing slower economic conditions as entirely negative, TCs can see them as a time to refine their systems, enhance client engagement, and show their worth in the real estate industry.
- Adopt a Growth Perspective: David encourages TCs to approach difficult market conditions with curiosity rather than hesitation. This outlook allows TCs to find new ways to serve agents, add value to each real estate transaction, and build a reputation that can withstand market fluctuations.
By adopting this perspective, TCs can position themselves as resilient, resourceful, and fully committed to helping their clients navigate the ups and downs of the real estate market.
Final Thoughts
TCs have a unique opportunity to provide adaptable, cost-effective support for agents striving to manage costs and streamline their operations. By addressing agent needs, presenting a flexible pricing model, and focusing on relationship-driven business strategies, TCs can achieve growth and stability even in times of economic uncertainty.
Using tools like ListedKit and insights shared by industry veterans like David Breckheimer, transaction coordinators can strengthen their position as indispensable partners to agents seeking reliable, adaptable support.
