Does ‘good’ broker mean good salesperson?

A smart guy I met not long ago approvingly quoted a broker friend of his on the definition of a good broker.

The friend told him that a good broker was one who was able to counter objections successfully.

To my thinking, that broker meant only that a good broker could sell a studio apartment to a family of five, a house in Jamaica, Queens to a first-year associate at a high-powered law firm or a sixth-floor walk-up to a 90-year-old pensioner.

In other words, the definition seems to mean that a good broker is a good salesperson.  If perhaps I’ve misunderstood the meaning, the fact remains that too many brokers put themselves ahead of their buyers and sellers.  That’s just not ethical. Continue reading

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