Without a doubt, the most fascinating aspect of a career in real estate is watching how people handle stress. How sellers deal with a soft market. How buyers cope with the loss of a property that they love, to a higher bidder.
Some clients seem to subscribe to the philosophy that we should love people and use things. Others have the cliché turned around. It's sad to see a seller grovel over a few thousand dollars. Or, an executor waste a year of the heir's time by playing real estate agent, appraiser, and stubborn psychic.
Conversely, it's admirable to meet a seller who 'walks the talk'. Who is as friendly as their refrigerator magnets suggest. Who is as kind as their first impression or smile. Who actually glances at their WWJD bracelet before making a counter-offer.
I currently represent a seller whose home has a myriad of religious pictures, artifacts, and statues. They even have a Saint Joseph statue buried in the yard. Their words are demeaning, sarcastic, and cruel. Dracula would feel at home with this couple. Recently, I looked up hypocrite in the dictionary. It was no surprise to see a small picture of them next to the definition.
My greatest challenge is to sow what I expect to reap. To be patient with buyers. To be understanding and compassionate with sellers. At times, agents need to be a crucible that can contain the heated personalities. Susan Scott in her excellent book Fierce Conversations suggests picturing a placid lake, and allowing your waters to remain calm during troubled times.
For an Italian from back east, staying calm as an unrippled lake is very challenging.
Biting my tongue, counting to ten, practicing what I preach, and putting the golden rule into play is easier said than done. I love seeing how people handle stress. It's almost as enjoyable as seeing myself reflected in the behavior of others.
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