5 Reasons for Firing A Client

Larry - Jessan above asks about tips on how to recognize people we should have never taken on as clients.  After nearly eight years in the mortgage business, I feel fortunate that I haven't had to fire many clients (I include Realtor referral partners in that group) and they do seem to be getting farther and fewer between too.  I'd like to think that just maybe, I'm getting better at screening them out from the get-go.

Like Jessan, I try and look for the lessons that I can learn when I have made a mistake in my business or in my dealings with a client.  As for the times that I had to fire a client, in retrospect, I often find that there were signs from the beginning that I either overlooked or chose to ignore; clues of what nasty characteristic was simmering just below that smiling, friendly face.  Call if gut feelings, women's intuition or some kind of third sense but whatever it is, I pay more attention to it now than I did before.

Is this strategy 100% foolproof?  Of course not (some people are really good at masking their true intentions and/or character)!  If it were, we wouldn't be having this discussion now.  However, I truly believe that this strategy has greatly reduced the number of "bad" clients that I have taken on.

So, that's my advice to Jessan.  Try to interview your prospects as thoroughly as possible before you decide to take them on as clients.  It just may reveal some very telling insights into what you can expect and just may save you some grief as well.  Sorry for the long comment (probably would have made a better blog post) but I just felt that Jessan's questions was important and wanted to offer my .02.

This is a great blog and valid comments.  Living in Charleston, SC, I have had to be careful not to become a tour guide.  When working with buyers, one of my first questions is "Have you been pre-qualified?"  This simple question helps everyone involved.  Some buyers have no idea how much they can qualify for and are in the wrong price range.

Thank you, Sharon

How about the buyer who you take to see a properties but the she needs you to make second appointments so she can bring her friends to see them too?! I'm fine with clients bringing whoever they'd like, but can't we do it all at once instead of having to make multiple appointments?!

Donne & Jo,

Yes, indeed - "use head, trust gut" - absolutely!  Over & over... Time. Experience. Memory.

...and, how much more are you letting someone down if you're not enthusiastic and committed?  If you know there's a problem and you've clearly listened and communicated and, still, there's a problem --- best for you and for client to move on.  One's strength comes from considered options and communications + knowing that ya' cannot please everyone all the time.  Don't brush 'em off; simply, let 'em go.

:: 2 cents more in the pot ::

Thanks ~

Jessan

I di not read every comment, but what about low offer joe. The guy that just writes low offer after low offer until a seller bites, can his a-- quick.

some valid points, communication is huge, if you have good communication the other things I think should become easier

I agree with all 5 points you made and just have one to add - personality clash! I've referred a client to another agent (for free) because I felt it would be a better fit. I've only run across a couple of male clients who just will not take advice from a woman. I didn't think those guys still existed but sadly they do.

This is an element of our business that Realtor should do more often. 

My favorite of the five are #1 and #5. These two really get my goat.

I put a value on myself. My time is money.

For each property I show, I break it down to a dollar amount to how much it's cost me to show them that house - usually $25/property if I'm showing multiple in one day, $50 if it's only one that they want to see. If the buyers haven't shown any initiative to write an offer after the 10th property, I reassess the situation and may have to reassign the buyer to another agent.

Furthermore, if the property is marketed for less than $100K, I won't even show it. If the buyer wants it that bad, they can put in an offer subject to inspection.

Depending on the buyer, my Buyer Broker Agreement may reflect that I will charge a contingency for my services. If they don't like it, too bad. My job is to find a ready, willing and able buyer for the seller, not to be a tour guide.

If buyers were subject to a per-per-view of every property they wanted to see, they would be very careful of what they ask for. 

There is another reason you don't want to take a client. First ask a few questions about his/her experience and listen carefully. If the client blames his/her previous agent(s) and badmouth them~ red flag. Don't walk~ run! Don't touch this client. I learned a hard way that you can not please such people, even if you do everything possible and impossible to please such clients, they will find the way to blame you.

I only need one reason, then it's bye bye now.

I've fired a few clients over the years. There's no point in continuing a relationship that neither one is happy with.