Understanding your position in client communication.... Is it important?
Answer: Absolutely. Remember we are:
1. The professional and expert. That speaks for itself. But too often I hear cases where the Realtor did not give their professional opinion on the matter and let client make a bad decision.
Why does this happen? We loose track of the matter at hand we missed the subtle decision presented. We just did no step in with the professional response when it was needed. Don't ever be afraid to speak up when there is momentum going on in the conversation. You may never get back to that topic.
2. The problem solver. We listen to what our client presents to us and we problem solve their immediate needs on the matter. Most of this is using # 1 above, expertise but the other end is using our past experience and learning's from those experiences to apply the best solution.
3. Active negotiator for the person we represent. We listen to what the needs and expectations are from our client and then work on their behalf based on their decision of that point of negotiation (price, what's staying, contingencies and so on...). This is all about strategy, experience, risk, and communication skills.
4. Emotional supporterand "buffer" to other's emotions on the other side of the transaction. Probably the most grinding responsibility you may have but your responsibility. I have seen some over reactions to point of killed transactions because the client did not like the comment made on the other side of transaction. Was it something that could have been filtered without the emotional content shared. "______ indicated that they would need to update the countertop" verses "__________ stated the countertop was gross and that they have to get another one in there" Another case and I will save this for upcoming blog is when there are 3 parties involved in cases such as a divorce or partnership. In such cases you need to keep notes and remember how there are "sensitivities" that persons may have for each other.
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