Advocacy is What Defines the Relationship With Clients

Posted by Van Purser on Tuesday, August 28th, 2018 at 3:24pm.



There are several professions that require advocacy.  Among them are Attorneys, CPA’s, and Real Estate Agents.  As you consider these; Attorneys have to go through law school before they can become an advocate.  CPA’s generally spend some time in public accounting to learn how to become an advocate.  Real Estate Agents are considered advocates after they have concluded a 75-hour real estate class.

One Who Appears on Behalf Another, and Who is Called to Provide Support

In the case of Real Estate the only way that one can appear on behalf of another, is to be a client.  This is not much different than Attorneys and CPA’s.  In order to be a client, one has to sign a  Buyer Brokerage Engagement; or as a Seller sign a formal Listing Agreement.  There are numerous other ways that a Real Estate Agent can represent a Seller or Buyer, but to have one appear on a Sellers or Buyers behalf, providing support; one has to have signed as a client.  All the other options are not intended to be an advocate.

To appear on behalf of another, one should have a multitude of experiences.  In the absence of long and deep experiences; the ability to represent a client is very limited.  Mistakes are made, contract terms are overlooked, and strategies are often missed.

One Who Pleads the Case of Another

There are a number of categories that a Real Estate Agent should be able to plead the case of another.  In order to do so as mentioned earlier one should have deep experiences and should have strategies that will benefit their client.

Knowledge is Important

  • We always research the agent we will be working with, and always call other agents that have done deals with them.  This helps us to determine how our deal will progress.

  • Understanding the property is also a key consideration.  Where it is located, the era that it was built in, this will assist in understanding how it was constructed. 

  • Also being able to identify some of the things that will come up on an inspection will assist the Seller or the Buyer.  This will allow Sellers to address these issues, and it will provide a Buyer with insight into what will come up on the inspection.

Understanding Our Contracts

  • This is a critical area.  I can’t begin to share the number of agents that are socially acceptable but do not pay attention to the details of the contract. This will always allow for us to correct the contract issues which will benefit our client.

  • Knowing how to write inspection issues in a contract that clearly defines what is to be done.  Many agents just say do everything in the inspection report.  With no detail on how things are to be done.

  • This provides us an opportunity to revise the amendment and to construct with that which will benefit our client.

Understating the Value of the Home

  • This is critical.  Whether one is representing a Buyer or a Seller; the value of the home is very important.  We recently represented a Buyer in the Johns Creek area.  The home was listed for $350,000; we offered $360,000 for the home.  My Market Analysis which you can view suggested that the value range was $360,000 to $364,000.  Most agents just do a push button CMA.  In the end, the home appraised for $362,500.

Strategies That Reflect Advocacy for Your Client

  • In order to have strategies that work for your client, we must listen to understand and not listen to respond.  Once the client’s goals are clear then we should be able to share various options that will allow them to accomplish their goals.

  • In order to accomplish this, it will require a deep comprehensive understanding of real estate, a history of applying strategies to our clients. 

Van Purser and his wife Jeanne are a licensed Real Estate Brokers in Georgia.  Since1984 they successfully purchased and renovated over 400 homes.  Their expertise is in representing Buyers or Sellers as an advocate; which means always ensuring their best interest.  Additionally, they represented hundreds of clients over the years as an Associate Broker with Metro Brokers, RE/Max and now with his own firm.  He and his wife, Jeanne, have been married since 1977.   Van or Jeanne can be reached at 770-623-3313, or by email at or

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