An Insider Look at WHR’s Agent Qualification Process

Ten minutes.

It takes less than ten minutes to qualify a new agent within WHR Group’s Real Estate Partner Network.

That isn’t a lot of time. But, by asking specific, targeted questions, and speaking directly with the agents, WHR’s Vendor Management Department is able to significantly reduce the time spent finding and qualifying agents.

Most importantly, our qualification process allows us to better control the transferee experience during both the home sale and home buying process.

This past summer, I spoke with an agent with 15 years’ experience on the job and over 10 years’ experience handling relocation sales. She said WHR was the first relocation company to ever call her directly to check on her qualifications…in over 10 years! She was very impressed and thought WHR’s intentional approach ensured that each transferee works with knowledgeable agents.

A proactive agent qualification process

Real estate agents are CRITICAL to a smooth corporate relocation. They are the most regular face-to-face vendor contact a transferee will have in both the origin and destination locations. These agents support transferees and guide them through every step, including the stress of repair negotiations, offer escalations, and so much more.

By ensuring the transferee has a kind, experienced guide, we have seen homes sell quicker and transferees score their agent with over 90% satisfaction year over year. The home sale and purchase steps of a relocation are often the first dominoes in the chain that can trigger the move and family assimilation so making sure those get off to a good start is a high priority.

Affiliations shouldn’t matter

Another unique feature of the WHR Real Estate Partner Network is its independence. Many relocation management companies (RMCs) feed leads to real estate companies within the same parent company. This isn’t the case with WHR. We are solely focused on finding brokerages with the experience and quality service to deliver exceptional support for our transferees.

Only the best

WHR strives to work with the best of the best in each industry. We vet, measure, and hold each company that we partner with accountable for the services performed. Whether finding a new agent or working with an agent that has been part of our network for many years, we want our transferees to have confidence in their agents and to find a real connection. Matching an agent and transferee can be as difficult as setting up a blind date, but there are some tested standards that we have seen that make a positive impact on the relocation.

How long has the agent been licensed and how many relocation transactions have they closed? Experience is the greatest teacher and means the agent has both the capability and the network to find a strong offer and help in difficult negotiations. These agents can identify red flags and address property condition, marketing, or title concerns from day one, because they understand how the relocation process is linked together.

How many transactions have they closed in the last 12 months?

This question reveals the amount of time the agent dedicates to their real estate career, as well as the agent’s marketing efforts and ability to close a deal. We compare this value with other data on the market to determine if the agent has built a good reputation in the market, while ensuring they aren’t so busy that the transferee will feel neglected.

Setting the right expectations

Setting clear, measurable expectations early on will ensure that the agent and transferring employee both have a great experience. After reviewing the agent’s qualifications, we communicate next steps and our communication standards. It all comes down to teamwork. At the end of the day, we’re all working towards the same goal of creating a smooth transition for the transferee and their family.