Dealing With Difficult Clients
September 13 2017
Real estate may be about buying and selling property, but behind every transaction are real people with real emotions and often unrealistic expectations. So how do you handle difficult clients?
Don't be afraid to educate them.
Thanks to the internet, today's homebuyers and sellers are more educated than ever. But you're still the expert. Listen to your clients' needs and wants, but don't let them dominate the decision-making process. It's still your job to provide guidance and ensure they make the most informed decisions. To do otherwise is to put your clients' satisfaction -- and your reputation -- at risk.
For example, if a difficult buyer is trying to lowball a seller, educate them on the potential pitfalls. A low offer may insult the seller, resulting in a higher counteroffer. Even if the offer is accepted, it may be tougher to get concessions in the closing process. A bargain hunter may not realize this going in and may regret it later.
Back up your recommendations with data.
Everyone wants the most they can get for their home, but inaccurate online estimates can often leave sellers with dollar signs in their eyes. Coming prepared with credible market trends and home sales data can help set the tone for less emotional, data-driven negotiations. Plus, it prevents clients from doing their own, often incorrect, research.
Don't be afraid to say "I don't know." You can't be an expert in everything, but you can let clients know that you have the connections to ensure they get an expert opinion, no matter the question.
Remember, there will always be demanding homebuyers and sellers. But by listening to them and addressing their concerns, you can ensure your clients have the best real estate experience possible.