Contributed by Brenda Wakefield, CMCA, AMS
During my more than 20 years managing and consulting with homeowners associations, I’ve been able to identify gaps in the relationships between boards, current and future homeowners, and management companies. Effective collaboration is essential, and we all have a role to play. Where do real estate agents stand in that gap?
My sister is a real estate agent. Together, we created a training program to bring stakeholders together, teach real estate agents about the community association side of the transaction, and learn how we can consider the homebuyer as our mutual client.
In January, I launched “Embracing the Value of Association Living” as a continuing education course for Maryland’s Associations of Realtors. In addition to presenting information on associations and understanding what a resale package means, the class includes information on federal and state legislative initiatives that impact real estate agents, boards, and community managers. Affordable housing statistics, reserve studies, and homeowner grants are shared concerns.
Explaining CAI’s positions on these important issues demonstrates to real estate agents that we have common interests. The course is designed to give real estate agents practical approaches to address seller/buyer questions and avoid conflict. The goal is for everyone to embrace the value of association living.
I believe the keys to effective collaboration and peaceful association living are summed up in three Cs:
Communication. Jargon and buzzwords can be a barrier in the association/agent relationship. When we learn to ask the right questions and how to ask them, we can speak the same language.
Real estate agents can create checklists for potential homebuyers. Simple questions and observations can help agents learn whether a community is right for the buyer and set expectations before settlement.
Cooperation. Community managers and boards can develop simple lists to explain community governing documents. Agents and potential buyers must understand these documents to prevent a lack of cooperation and noncompliance with the rules down the road.
Consensus. Association living is rooted in collaboration. A successful partnership begins with real estate agents.
Knowing what questions to ask homebuyers and knowing how to work with associations gives potential buyers a positive experience.
Let’s change the real estate agent’s negative reaction to homeowners associations. I urge board members and managers to take the time to answer questions and build relationships with agents. A healthy relationship eliminates many threats to neighborhood harmony and preserves property values.
Brenda Wakefield is the owner of Wakefield Association Management & Consulting Services in Crofton, Md.
>>A version of this article originally was published in the January February 2025 issue of CAI’s Common Ground magazine.
