Tony's learnings

With Cerean's suport and assistance and that of the APAIR, ARAI and ABI, on the 24-25 of May 2010 took place CIREC course teached by Mr. Tony Macaluso. Hereinafter you'll find my impressions on the first day of course.

de Iulian Niculae la categoria Dezvoltare profesională

Publicat la 02.06.2010 | 512 vizualizări | 0 comentarii

Just the other day I went to school. At the real-estate business school of Tony. This was possible with the help of the nice people from CEREAN that had the support of APAIR, ARAI and ABI – three out of the four Romanian real-estate associations – what an exclusive collaboration!

Considering the fact that the course was due to start at 9.30, I woke up pretty early so I could to be on time. While drinking my morning coffee, my father in low - whom was visiting those days,  kept asking why do I need to go to school? What kind of courses are this and how will they help me? He was extremely puzzled and no mater how hard I tried to explain him, he wouldn’t declare himself satisfied until he found out  that I even get a diploma!

To be true, I didn’t have any expectations. I do wish to collaborate but I’m not the biggest supporter of the exclusive agent typology. This were my thoughts, the eternal  dilemma of the inlandbroker. The American model can’t be used in the Balkans, my friends! NAR was born in 1908 and the first Code of Ethics was written in 1913. This means something…

I arrive at Tulip Inn, the location chosen by the organizers. I gladly salute my fellow brokers. I know most of them, I’ve seen them at Real estate Professionals Club, at the real-life association meetings, from the online platform Linkedin or blogs. It’s a great feeling to see a lobby full of brokers, trust me!

After the mandatory chat with my colleagues, some coffee and the traditional 5 minutes delay we finally enter the room. We received our translation devices, Bosch technology– good quality. I must say that I was a little worried about the process of translation but it went on smoothly. There were 2 translators that knew very well the specific real estate terms.

In his own personal way, Dan Negulescu, made Tony’s introduction. I must say that Dan, as a VP of CEREAN put his heart and soul in order for this course to be at its best and Mr. Sorin Udrea, a pioneer of exclusive representation, proposed the discussion theme and translated the course notes.

I was not surprised when Mr. Cristian Racareanu, the other translator, informed me that he worked at the radio. He succeeded to reproduce perfectly Tony’s speech.

OK. So, what we discuss today? The ethic code.

Jolly as always, Tony starts its speech.  Romania is the second stop in Tony’s tour, the Ukrainians were first and after he will stop to discuss with the Bulgarians too.

As it was stated on Tony’s slide: Ethics, you talking to me?

And so it began the phenomenon named Tony Macaluso. I read more than once NAR’s ethic code and APAIR’s Romanian version. There are 17 articles. Tony calls down and revives them. He is truly shining while doing so. The articles promote concepts beyond time: Honesty, Obligations towards the client, Morality. Things that seem long gone here in the Balkans. All the people in the room are fascinated, not even Valentin Ionescu needs to smoke.

I travel trough time and imagine the first realtors, old and wise, truly believing in their cause:  Make money and stay out of jail! I’m starting to understand their vision. You should make your money honestly and morally, sleep well at night knowing that you did everything right. For your client, for your family.

Tony gives examples from his experience when explaining the articles. All his years spent in real estate, now show their value. How can you be ethic, loyal to your client and to the other part also? How to make your business while not violating the Ethic Code, the state laws and the bank regulations? Well, now Tony shares one of his experiences.

At one point he “owned” a very difficult listing. Listing that other realtors refuse. An old lady, widowed, tries to sell her house. The problem is that the house has a hole in the ceiling. Still, Tony pays a visit to the house where he’s able to see the sun of Florida directly from the bedroom, through the roof. The old lady had only her pension and no money to fix the house. A credit at her age? No mam! On the other hand, the bank does not give financial support  to buy a damaged house. Also, the real estate broker must specify every detail in its paper announce.

What to do,then?

With the help of a credit broker, Tony finds money to finance the reparation of the roof and then gives the announce: House in Miami on selling, with hole in the roof!

You won’t believe it, but a lot of people called! The dialog went something like this.

Client: Sir, you’re selling a house with a hole in the roof?

Tony: Yes, you got that right. But if you want to buy, we can fix it until the contract is ready to sign.

Client: Oh,really!? I want to see it, then!

In the end, the property is sold at 100.000$ of which 15.000$ goes to the reparation and the lady gets 85.000$. She pays 7.000$ to…try to guess!

In this case, the broker managed to sell a house without breaking the ethic code, without lying in his presentation, doing everything he could with honesty and dignity.

Another thing stick to my head: The golden rule

Treat everybody as you want to be treated!

and the magic question?

Do you collaborate with another broker? YES/NO

I will not bore you now with the complaints concerning the ethics violation, the requests of arbitration, The Committee of audience and solution for the requests,decisions of the Board of Directors…

I’m reading the courses offered by the organizers, among others on the first page, stays written in bold letters: 

                                                  “Code of Etics”

For the NAR

Ethics are Professionalism

My mind got stuck on this last phrase. Thank you, Tony, for your teachings. Now I know that  I'm on the right path.