It is very common in real estate for someone to be likened to a used car salesman.
Obviously, there are several legitimate similarities. For example, both professions are based on the concept of exchanging a service or product for compensation. Other similarities include flashy smiles, cheap suits, and bad cologne! I remember the last time I was in the market for a car. I went down to the local dealership and began to browse the abundant selection. Suddenly, I got the tiniest hint of the deadly fog...a truly unforgettable scent. I turned quickly and saw the source of the pungent aroma as he approached. As the distance between us lessened to a quarter mile, I could not help but think that this poor soul had been the only survivor of a terrible aftershave factory explosion. Half blinded and delirious from the airborne mind control agent, I had no time to run. Without warning, a hand shot through the fog and began to tear my arm loose from its socket. Before I knew what was happening, I was being forced into the driver's seat of some car and being handed the keys! The silver tongue in my ear told me that a test drive was a natural part of life...I couldn't resist. The absence of fresh air inside the enclosed space proved to be a massive benefit to the salesman. The savings blowing pheromones he was emitting totally dominated my ability to think rationally. Darkness began to close in, my mouth felt dry, there was a slight ringing in my ears, the smooth voice told me to come inside and talk to a financial specialist...I was going to do it when suddenly, like a slap in the face, an angelic voice cut through the haze and said, "Thank you, but we would like to think about it. Right honey?" 
I have never felt so close to death in my entire life. The ride home was filled with praise and thanks to my wife for saving me from a short term decision with long term consequences.
So how does this dramatic tale relate to real estate and property management? Through careful observation I have spotted one of the most treacherous downfalls of the real estate professional. The Deadly Fog. When it comes to a real estate transaction, why is it that many people will try to push a major decision on their clients with little to no regard for their concerns or objections? The answer is obvious. Money.
The flaw in their plot however, seems to go unnoticed. They fail to realize that by pushing a client into something that ultimately leaves them feeling dissatisfied and bewildered, they have just blown any chance for a referral from those people they claim to serve! Every client that you leave feeling happy is basically a free advertising campaign! Sure we all love to see the pasty faces of the Realtor sharks plastered all over billboards and bus stops, otherwise what would we have to laugh about? The truly funny thing about it however is how much money someone will blow on advertising campaigns while continually destroying their relationship with every client they deal with! On a strictly "dollars and SENSE" level, the figures just don't add up. 
So how do you go about conducting yourself when you really, really, really want that commission? Take it easy! Psychologists have known for years that people respond much more favorably to you if they feel that they can trust you. If someone were to ask you "who do you trust" what would you say? Besides the obvious answer, "mom" most people say that they would trust their friends! Don't throw yourself at clients like some kind of omniscient purchase offer-wielding demigod!
Be cool! The laid back approach is always going to pay off in the long run. You don't want a friend who is going to hog the remote control at your house while criticizing your action figure collection and giving you decorating tips! So don't be that guy. Give your client the remote control, the popcorn, and your respect, while praising his mint condition hermetically sealed Darth Vader. Want to succeed in this biz? Just be a good friend!
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