We are in a profession of pleasing.  We want our clients to have great thoughts regarding us as a professional and to like us on a personal level.  Often in our strife to win their approval we fail in the category as a professional.  We become like puppets repeating what our clients and customers want us to say or validating their thinking so they will like us.  We fail because we do not tell them what they need to hear.

This message is clear - never waiver from being a professional.  You are not running for a popularity contest.  Your job is to deliver top level service, give honest input and recommendations.  You are responsible for helping them purchase a home or sell their home you have listed.  By honest reflections you will be able to prepare them properly for decisions and expectations.  When you do your job you will have earned their respect and they will indeed love you.

As a listing agent you are faced with discussion regarding proper pricing, staging and condition issues.  A seller needs to be presented factual information about the home value.  By honest input concerning condition issues and staging you can give them thoughtful ideas to help maximize the value of their home and minimize days on market.  It is critical that you deliver any news with a professionally couched delivery so that you are perceived as caring, understanding but your point is made.  For example if a home has a smoke odor, you need to let them know how this will impact the value.  You simply say - I noticed when I came in to visit that there is a smoke odor present.  I understand that this is your home and certainly respect that you were in the comfort of you house when you smoked.  However, I have to be honest in the fact that the majority of buyers visiting your home would have some concerns about eliminating the odor and will not be able to enjoy your lovely floor plan, updates, etc.  Have you thought about this possible objection?  From there you can together discuss ways to alter this condition.  Same thing applies to the true value of the property.  The seller may be out of step in price and they need to factually be made aware.  By a thoughtful discussion you can still remain friendly and not be viewed as negative. Buyers may need an honest discussion regarding expectations.  We want a home with wow amenities but pay peanuts.  As their representative you need to help them adjust their requirements and compromise.  Buyers may want to negotiate in a poor fashion and you have the responsibility to advise them of how their offer may be viewed by the seller. 

You have been honest and professional.  Now you have to respect that some clients may still choose to go against your recommendations.  After you explore the consequences the ultimate decision is yours, is this client you feel you can work with or assist?  Remember your relationship with a client is partnership with both parties working together.  You will find that clients often may not like what message you deliver but they will ultimately respect your input.  This may save them time and money on decisions.  You truly will be the exceptional professional.