Do I Need to Know That?

Does knowing about the mechanical systems in a property matter for a real estate agent?  Well, let me ask it this way – are your clients going to ask questions about the systems in a property you are showing them?  If you aren’t sure how to answer, let me answer for you.

YES.

Sure, you can always defer to the listing data for the answers (as long as the data was entered and correct).  But there is more than just being able to read paperwork when it comes to communicating your professional knowledge.  Being able to look at the hardware and know what it is communicates to your people that you know more than how to read.

Here are some real-life things that have come up:

Is there central air?  A quick look at the thermostat will tell you if there is the option to turn on the AC.

From the basement, is there central air?  If there is a smaller, insulated line that circulates the coolant from the furnace out to the compressor unit outside of the property and back, then yes.

Can we remove this interior wall?  The wall parallels a wall in the basement and runs perpendicular to the rafters so there is a good chance this is a load bearing wall that would need to either stay or be replaced by a significant beam.

Is the water heater gas or electric?  Is there a chimney coming out of the top?  If so, it’s gas.

Is the furnace a high efficiency?  If there are two pvc pipes coming from the top of the burner area, then most likely.

Can I upgrade the old windows with new vinyl windows?  Probably, unless it is a historic home or in a historic district.

These are just some of the important questions clients will ask.  Then there are the fun ones that are usually more geek-out moments than a present issue.  I’ve gotten to explain coal bunkers in basements, cisterns in basements, knob-and-tube electrical, attic pressure tanks for radiator systems, and even sold a home that had a fire hydrant in the front yard that didn’t supply water to firetrucks.  The home had previously been on a cistern (still present) and rather than having the water truck drive across the yard to fill the cistern, they just installed a fire hydrant along the street that was then connected to the cistern.  The hydrant was an inlet rather than an outlet for water.

Let me be very clear – I am not advocating that real estate agents step outside of their lanes and present themselves as experts in these different systems.  I can tell if it is a gas or electric water heater, but I never vouch for its functionality.  No, we as agents should know what things are and what red flags to watch for.  These red flags then become our opportunity to bring in other professionals that we have in our resource pool.  And I as a semi-informed agent am certainly no replacement for a professional home inspector.

But does it decrease your value when you have to bring in someone else?  No, deferring to a specific professional does NOT diminish your professionalism or knowledge.  Instead, it shows that you have a network of experts you work with and who work with you.  Trust me, your people will be very happy you knew when to get that next level opinion.

How much does this matter?  So much so that the home study portion of my pre-license class includes an entire segment on home construction taught by a contractor with photos and videos from actual properties.  Will it be on the state test?  Probably not much of it.  But it is one of those things that absolutely will be useful once you pass your licensing exam.

But what if you are already licensed?  Well, who do you know who already knows?  Is there a mentor agent in your office that you could ask?  Have them take you through a property and show you what they know.  Does an agent in your office represent a builder who would give a tour to any interested agents?  If would be a great opportunity for them to demonstrate their expertise and connect with agents who may have buyers for their homes.

It may take some time and effort to build your knowledge.  I can’t even say ‘I just know it’.  I have over 20 years as a homeowner.  I am the son of a DIY guy and picked up the same tendencies.  I’ve worked in construction.  And I’ve learned from other agents, inspectors, and contractors in the course of my real estate business. 

In short, I’ve learned it and you can too.  When most potential clients know multiple agents, I truly believe it is your knowledge that will help you stand out from the others as THE agent to work with.