It’s so easy for us as real estate professionals to get personally involved in the real estate transaction of our clients. After all, we have spent hours and hours meeting, driving and working with them and have formed, in most cases a type of bond. We are in a very close business relationship and therefore want to “protect” our clients.
Don’t Speak For Your Client
However, as difficult as it may seem, we need to keep some space between us and our clients and remember, it’s not about us. When speaking with some agents I have had them tell me, “The seller will never do that” or “That’s not going to work for my buyer”. When I hear these types of responses I literally cringe because it is not up to us as agents to say what our clients will or will not do at any point in time.
Our job is to present the information in a positive manner (please note the word “positive”) and help our clients work through the decision-making process. Discuss the pros and cons of the offer, let them process the information so they can make an informed, rationale decision.
People Change Their Minds
The simple truth of the matter is that we never really know how our clients will respond. Like the rest of us, our clients’ situations change constantly, therefore what they will and will not do change constantly. They can change their minds and positions at the drop of a hat. It is natural that they will ask us our opinion because they hired us for our expertise. But instead of giving our opinion perhaps we need to ask more questions that will help them come to a decision on their own…which they eventually will.
Help Your Clients Make Decisions
As real estate agents we are there to disseminate the information. Let’s make a decision not to present information negatively, to stay neutral and let our clients make decisions that they have thought through and feel comfortable with. I think we will find that left on their own, with constructive input from us, they will resolve their own issues.
Enjoy less stress by having smoother transactions by implementing these simple strategies today!
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As an active Realtor licensed in three jurisdictions, I approach real estate training from a different perspective. With over 18 years in the real estate business, I teach agents what it’s really like to be a real estate agent.