Brokers: The quarterbacks of real estate deals – Getting to the end zone quick with little confusion - by Heidi Burkhart

To help explain the role that brokers play in a real estate deal, I like to compare them to football quarterbacks. In a deal, just like in football, you need one person to call the plays and ultimately direct the team. A broker is this person. They are the ones negotiating all offers to maximize results and not confuse the market. 

Like quarterbacks, brokers have a goal of getting to the end zone quickly and with as little confusion as possible. Imagine a football team’s quarterback, running back and wide receiver all calling their own plays. The team would not know who to listen to, which would undoubtedly confuse the team, create chaos on the field and limit any chance of scoring for the team. This is why quarterbacks are the only ones tasked with calling plays for the team to follow.  

The same logic can be applied to the parties involved in a real estate deal. Everyone wants to close deals quickly and with as little confusion as possible. However, just like with football, when too many people are involved in a deal, things inevitably slow down and get confused, which can not only waste time but also potentially derail a deal completely. By allowing a broker to take the lead, it ensures that a deal will make it to the finish line faster and without unnecessary confusion and interference. 

As an owner, I understand why it may seem unnecessary to hire a brokerage team. During my tenure as a broker, I have heard countless reasons why people feel that brokerage services are unnecessary. They believe they can market their property on their own and would rather do so to avoid what they believe are high fees for minimal work. However, many people don’t understand just how much work brokers have to do – it goes far beyond just “babysitting” a deal. 

Brokers take on the quarterback position from the beginning, whether they are originating for an owner or selling for a party. We create the momentum of the deal, shepherd it forward and anticipate any potential problems in order to get to a closing as quickly as possible. We suggest and find new routes (financial opportunities or partners) when deals are on the brink of falling apart or stalled. We call a different play if the one we are using isn’t working. Like in football, we keep the team focused on the plan so we can score as quickly as possible. We are team players and our goal is for the entire team to succeed. 

What’s more, like quarterbacks, brokers create camaraderie for the team behind the deal. Like many brokers, I personally feel a responsibility to keep spirits up and create a positive and collaborative atmosphere with all parties involved in a deal. This creates immense trust, loyalty and support between brokers and clients, all of which have been the foundation of my business and have allowed me to create a successful brokerage firm. Closing a deal in which everyone is happy is a touchdown in my book. 

Heidi Burkhart is the president of Dane Real Estate, New York, N.Y