Sometimes, just one or two phrases in a song hit home and create a cascade of thoughts and memories. This happened again when I heard this song, Only Fools Believe, by the Doobie Brothers. The particular words that spurred my little old brain were close to the middle of the song.
But what a fool believes he sees
No wise man has the power to reason away
How often do we have clients who believe what they see? This may be a home that requires a LTC, but we as Realtors know it will take a lot more work and even more dollars. Additionally the home may not qualify for the type of approved financing vehicle the client has provided.
Or how about the very nice home that is way out of the client’s budget? And the client believes he or she can qualify for this home.
Then there is that home in foreclosure which requires a bidding process.
Possibly my favorite client belief is “the know it all client” who knows all about buying or selling real estate and real estate laws in AZ.
Beliefs are very powerful. These internal thoughts can be a detriment to securing a successfully completed real estate sale and close of escrow (COE).
Sometimes by continuing to educate our clients we, as Realtors, are able to crack through those beliefs. This approach requires strong emotional intelligence, solid sales skills as well as a strict adherence to the Code of Ethics.
Once in a while those foolish beliefs of a client are so strong, we must fire that client. By taking this action we are adhering to the Code of Ethics to “promote and protect” the interests of our client.
Yes, the Doobie Brothers were correct about those foolish beliefs and no wise man has the power to reason away.
Graphics courtesy of Gratisography.com
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