It’s certainly possible for a straight realtor to sell a home to an LGBT individual or couple, but the case can be made that they won’t fully understand their clients or their clients’ needs. Knowing real estate is one thing, but it’s not the same as knowing a client. That’s why many LGBT people turn to gay and lesbian realtors when they set out to buy a home or sell theirs.
One reason why non-LGBT realtors may have a hard time working with gay and lesbian clients is because they don’t keep up with how the housing laws and guidelines related to LGBT homeowners are changing. With gay marriage (or at least civil unions) being recognized in more and more states, the way LGBT members purchase a home is changing. Realtors who aren’t a part of this community or who don’t take the time to follow the changes may not be able to fully help their clients buy a house.
This can be especially difficult for a realtor who has recently moved. The laws surrounding the LGBT community change from state to state, especially between those where gay marriage is legal and those where it isn’t. While a LGBT couple may sign off on a mortgage as spouses in one state simply can’t be done in another. Understanding how the process works may not be completely on the realtor (the lenders and title companies have to keep up, too), it is the realtor’s job to understand their client and guide them through the home buying and/or selling process.
Being culturally competent starts before the clients even walk into the realtor’s office. Any real estate firm that wants to make a good first impression will be aware that LGBT clients may come in. It shouldn’t be a shock for anyone in the office when two men or two women want to buy a home together. LGBT clients need to be put at ease. Everyone in the office, including the realtors, should know how to address the couple. Simply using the term “husband” or “wife” can go a long way towards putting LGBT clients at ease. Of course, it shouldn’t stop there. Realtors also need to know how to address transgender clients.
Overcoming stereotypes and their own personal feelings on LGBT rights can be difficult for some realtors. Others simply don’t want to take on LGBT clients. The end result is that more and more LGBT homebuyers are turning to gay and lesbian realtors. There are fewer cultural stumbling blocks, and often the realtors form a bond with their clients quickly, allowing them to more easily find the perfect home.