June 26, 2008. Chevy Chase, Md. Standards.

When I was an agent, in the same office ,there were always agents who did their business in a way that I thought sleazy. They were not really unethical but certainly came very close to unethical. One agent routinely put the key box backwards on the door, so agents could not access the new listing. He always blamed the seller but we fellow agents knew better. Then he would be caught, and the Broker would make him turn the key box around to the proper position. In the meantime, only he could get in to show the house to his own clients. I call that cheating. Even today, whole companies routinely show their own listings to their own listings prior to putting that listing in the computer. I call that cheating too. Our role as agents is to expose that new listing to the whole world of Realtors and buyers, so the Seller can get the most money for their home in the shortest time, not to allow the agent and the agent's company agents sell to their own listings before any other agent and buyer are aware the house is for sale. It is not only cheating. It is also stupid. The selling public soon catches on, and the reputation precedes the cheating agent. I used to get upset with this behavior, but I don't anymore, and this is why.

The Bethesda Gateway office of Long and Foster has been the number one office in the Company for the past seventeen years. Our standards for agents behaviour are very high. They do their business properly. Because of that we are thriving. Those sleazy agents are out of the business and those companies who regularly take advantage of other agents and their sellers are never at the top. Now if they only did their business in a proper manner, they would be a threat to us, but as they are, we shake our heads and continue to increase our market share. Business life is so much better for your future if you manage your reputation today. My first year as a Manager in 1987, I was forced to fire two agents for ethical violations. They were angry and surprised. "Every one does it" said they. "Not on my watch" said I. From then on, agents wanted to join us, and here we are today.

The real question has to do with the setting of standards. Why do those other Managers put up with or tolerate sleazy behavior? Of course, it is for the money. The agent who turned around the lock box was the number one agent in D.C.so he brought in a lot of money to the company. But it is short sighted to tolerate it, because other agents will not join the office with the sleaze bag. It is short sighted glory for long distance disaster. It is very interesting to observe in the business world.