What are these so called "White Lies"?
As a child my Mother taught me lying was wrong, that not telling the truth was/is a character flaw and a sign of low moral standard. As I got a bit older, I began to understand that some lies, while still lies, are not all bad. Protecting someone from getting their feelings hurt or "lying by omission" for the same purpose is in most cases viewed as being caring and sensitive to others. Since beginning my career I see that line between these two blurred more an more. Protecting your clients best interest is always number one; knowing what to say and what NOT to say or divulge is primary and at the for front of this.
Real Estate ethics tells us that we are required to be honest and fair to all parties. I understand that this in general refers to "pertinent facts" and can be a "gray area" to some in regards to negotiations.
Do cooperating agents (listing) not know or care that making statements or just plain lying during negotiations regarding things that will show up or become clear on the settlement statement or HUD1, is just bad business? Making comments like, "my poor client is going to bring money to the table", or "I am giving up some of my commissions to make this deal work"; are a sad reflection of ones poor negotiation skills and/or ones lack of ability to present to their client their value proposition.
Do these "Agents/Realtors" not understand that using these kinds of cheep tactics are in fact hurting them and their clients? Who will trust or want to do business with them again? Once agents/realtors talk to one another (and we do) one of two things begin to happen. 1) Other agents will be reluctant to do a transaction with them, thereby reducing the sellers buyer pool, or 2) Will likely not believe a thing the agent says and again hurts the sellers ability to get offers negotiated.
One thing that will almost always trump all else is ones integrity and honesty. There are to many ways to negotiate a deal which is in your clients best interest without lying. Lying cheapens ones character and the industry as a whole.
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