The more I learn about the real estate industry, the more I realize that it's a "people" business. It's not just about the properties and dollars being exchanged. Sure, in the end, the deal is going to depend on the property's location, price, and, of course, appearance (plug here for staging!), but everything up to the end revolves around the personal interactions of the people involved.
I'm convinced that successful realtors and other industry professionals have to be saints. Everything I've ever heard and experienced tells me that selling or buying a home is one of the most stressful events in a person's life. Often times, real estate professionals are dealing with people who are going through other major life changes which are prompting their move - perhaps a new baby, divorce, or a career change. During these stressful times, people can be (how can I put this politely?) not always on their best behavior. Add the financial woes of real estate transactions into the mix, and it's possible you're dealing with a real Oscar the Grouch. As the professionals who are dealing with emotional buyers and sellers, it's imperative for us to keep this in mind - and to realize that we don't always know the whole story of what's going on in this person's life. John Smith selling his home is probably not the same John Smith whom his family knows and loves.
How do you deal with a seller or buyer you're not seeing eye to eye with? I'd love to hear how others deal with these situations. Here are some of my thoughts:
- Take a step back. Try to approach the situation from your client's perspective.
- Ask him or her about the basis of their opinions.
- Share your opinion on the issue. Give them the basis for your beliefs.
- Remember that you're the professional, and that they have hired you for a reason. Call on your experience to give your client examples of how things have gone in the past.
- Lean how to pick which battles to fight, and which ones to concede.
So, along with furthering my skills as a home stager, I'm trying to add a stash of patience and understanding to my arsenal.
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