If you’re like most real estate agents, you have a circle of industry professionals including mortgage brokers, stagers, home inspectors and more you can tap for expertise when representing homebuyers — but do you have an architect or design professional among that group? If not, you’re missing out on a fantastic strategy to add value for your clients while also potentially getting to the closing table sooner.  

In my work as a partner with Morgante Wilson Architects, I’ve developed relationships with a number of local real estate agents for whom I will happily tour listings with their clients to advise on remodeling possibilities, share expertise on feasibility and ballpark costs for updating a home they are considering, and even do “back of the napkin” sketches of potential renovations and additions. For myself and design professionals at other firms who offer similar counsel, the motives are not entirely altruistic; teaming up with agents and prospective buyers is a great way to introduce our creativity and know-how to potential clients, often resulting in new business. But the rewards go both ways. Here are some of the many benefits of this type of collaboration for agents and the homebuyers they represent: 

Pointing out potential instead of problems 

Buyers often fall in love with aesthetics (or get turned off by them) without realizing what can — and can’t — be easily changed. Most people have difficulty visualizing how relatively minor changes, such as removing a wall or adding a window, can radically transform a space. I even met with one set of homebuyers who didn’t want to look at a house simply because of its stucco exterior. It never occurred to them that they could easily paint the façade to change the whole look of the home. Design pros can help homebuyers envision possibilities rather than dismiss properties too quickly, and help distinguish between difficult, costly problems and fairly simple and budget-friendly fixes. 

Providing an edge in a competitive market  

When inventory is low and competition for homes is tight, buyers can’t always hold out for perfection. By bringing a design professional to the table, brokers can help clients see imperfect homes in a new light — and even speed up the selling process by opening them up to more options. Case in point: We once assisted a broker whose client only wanted to look at traditional colonial homes with center entrances. Unfortunately, the only listings on the market that fit the bill were out of the buyer’s price range. We encouraged the buyer to tour an Arts and Crafts home as an alternative, pointing out that by adding a wing and reconfiguring the entrance, we could give it the colonial look they wanted and still come in under budget, even with renovation costs. The agent was thrilled to finally close the sale and has since engaged our services with other clients. 

Maximizing a buyer’s ROI (and sometimes your commission) 

Designers can identify cost-effective upgrades that immediately increase a home’s value, ultimately helping buyers understand exactly what they’re getting for their total budget by factoring in the cost and impact of potential updates. I’ve even worked with buyers who decided to up their purchase budget — meaning a bigger commission for the agent — after calculating the potential post-renovation value of a home and seeing the significant ROI it represented. A design professional can also provide cost estimates for updates like window replacement or flooring repair/restoration, empowering the buyer and agent to negotiate with the seller using actual data.  

Reducing buyer’s remorse 

While we’d rather uplift and inspire homebuyers, on rare occasions, we’ve also brought them back down to earth. For example, drawing on our expertise in local zoning laws, we helped one buyer whose agent brought us into the process realize the renovation they were envisioning wasn’t feasible because it was unlikely to receive zoning approval. While the agent didn’t make that sale, they earned goodwill with the client, who went on to purchase a different home through them — at a higher price — that met all their needs. At other times, we’ve helped agents steer buyers away from potential money pits by pointing out existing problems that would be costly to address or make future renovations more challenging. 

Increasing a buyer’s confidence in their decision 

On the flip side, designers can also help agents boost a buyer’s confidence about both their purchase and their future vision. Teaming with an agent, we are often able to show buyers the path of least resistance to get the home of their dreams through a renovation, equipping them with a roadmap for how a layout can be changed, the location and appropriate size of an addition and other factors to help buyers make an informed purchase decision. This not only facilitates quicker sales for the agent but also helps buyers feel good about their decision — strengthening trust in their agent and making referrals more likely.  

From speedier sales to happier buyers and more referrals, there are so many reasons for real estate agents to team up with architects and designers. When it’s done right, with a shared goal, mutual respect and good communication around the buyer’s needs, everyone wins. 

How to cultivate a successful broker/designer relationship:  

• Get familiar with the architects and designers that are active in your area. Like real estate agents, many specialize in certain neighborhoods or towns.
• Refer a designer you’d like to tap for expertise in the future to a previous client who already purchased a fixer-upper. This introduction can instill goodwill with the designer and make them more likely to return the favor down the road.
• Keep the lines of communication open. Loop designers in early and share the buyer’s goals, budget and timeline so everyone’s working toward the same vision.

John Potter, AIA, NCARB, is a partner with Evanston, Illinois-based Morgante Wilson Architects, where he works with clients on private residences across the country.