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Are You a Candy-Coater?

By Kristi DeFazio

Real Estate Agent with RE/MAX Advantage

August 10, 2011 09:52 AM

Are You a Candy-Coater?

I think there are two types of people in the real estate business. Those that candy-coat and those that don't. I am not sure which one is best, but I will say that I am NOT a "Candy-Coater."

If I see a situation and there is a problem, I usually tell it like it is. I have been known for being pretty direct. Some people can work with buyers and go into a home and candy-coat over everything wrong with the place. My conscience won't let me do that. If I see a home that I know has problems (I am not talking about material facts) even if they are little, I tend to point them out. I feel like it is my job. I will point out the potential problems, but then try to put it into perspective for the buyer and let them make a decision.

For example, if I am showing a home without air conditioning and the buyer asks me what I think about it, I will tell them my true opinion- I think it is needed for comfort. Some people say it is necessary to candy-coat to be a good salesperson. I don't think so.

An agent that likes to candy-coat may talk to a seller about a net sheet at a listing presentation and show the BEST possible scenario. I like to be realistic. Other agents may show comps and agree that the seller HAS done a lot of work to the home and probably could get much more than all of the neighbors. Not me, It isn't worth it to me to candy-coat things and then have to back track on your words months later. It is also not fair to the client. I can be optimistic, but I can't candy-coat a situation.

So, what do you think? Is candy-coating good for business?

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Cameron Wilson

Labrum Real Estate - Murrieta, CA

The Short Guy - Murrieta,Temecula,Menifee Californ

In my business it's not good to candy coat things. I'm hired to be honest for both buyers and sellers and I like you Kristi call it as I see it and let my client make the decisions.

Aug 10, 2011 09:59 AM

Victor Zuniga

Berkshire Hathaway Home Services California Properties - San Diego, CA

Depending on the client I make the decision on whether or not the person can handle my no "candy coating" way of putting things.

Aug 10, 2011 10:10 AM

Rob D. Shepherd

RETIRED - Florence, OR

RETIRED

I'm not a candy coater, I have been sent to the wood shed as a kid for not candy coating. Didn't learn a thing in the wood shed.

Aug 10, 2011 10:21 AM

Laura Pearlman Broker Associate

Gold Crown Unlimited, llc - West Palm Beach, FL

Excellence Through Experience and Resourcefulness

I am not a candy coater either. Although for me, I might be able to add a little more tact to my honesty, at least according to my Broker;-) Good topic for a post.

Aug 10, 2011 11:59 AM

Kristi DeFazio

RE/MAX Advantage - Colorado Springs, CO

Colorado Springs Rea lEstate 719-459-5468

Cameron- I also call it like I see it- not only with my sellers, but in life.

Victor- Even if the client can't handle it, sometimes they need to hear the truth. I think I know what you mean though.

Rob- My kids are brutally honest as well. I don't send them to the wood shed though- haha!

Laura- I try to be tactful as well. It just irks me when I see agents telling clients everything that they want to hear instead of the facts and the reality. Thanks for stopping by!

Aug 10, 2011 02:29 PM

Robert Smith

Preview Properties, PC - http://www.RealEstateMich.com - Brighton, MI

SRES, Search for Homes Brighton-Howell-SE Michigan

Kristi, I'm with you. Realistic people would know that you can add things like air conditioning, or make other improvements. My experience is that as long as a property is priced right, it will sell.

Aug 11, 2011 06:31 AM

Mary Douglas

United Country Ponderosa Realty, Red Feather Lakes, Colorado - Red Feather Lakes, CO

REALTOR, Red Feather Lakes, Colorado

Hi Kristi, with clients, I don't think you can sugar coat facts, but I do try to empathize with clients when I'm telling them something that I know they don't want to hear, like - their house will not sell now for what they paid for it then. That's tough.

Aug 11, 2011 04:56 PM

Ed Gillespie

WealthWise Mortgage Planning, a Division of American Pacific Mortgage Corporation NMLS #1850 - Folsom, CA

I regularly hear from people who have been given a sugar-coated answer to their loan situation. In the end, they discover they have been lied to and they are not very happy! Excellent post!

Aug 11, 2011 06:35 PM

DEBORAH STONE

Balboa Real Estate San Diego, CA - San Diego, CA

I am a "nuts and bolts" kind of gal---straight from the East Coast. Do you want me to lie and make everything into a fantasy? Then you've got the wrong agent. I don't see any gain in "candy coating". It's really dishonest and creates a fake relationship between you and your client.

Aug 22, 2011 08:56 AM

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