The answer to this question differs between the agents you ask. Some are clearly in the business to make a quick buck and others work hard for referrals. If you're looking to be in the real estate business long term, you better choose the first of the two options: keeping the client. This is a referral business, a business about who you know and who knows you. Your reputation is critical. You need to work hard not to tarnish that with your clients in any way.
Some agents are all about making a sale, no matter what they have to do to make it. They will lie, cheat, deceive you in every way that they can to make you purchase that home or sign the listing contract with them. They'll flash statistics and sales at you, but rarely provide you with an actual past client to call for a reference. Why? Because that's all those people ever were to them, statistics or sales. Once closed, they move on. Don't let this be you. Those "hot" agents will fizzle out just as fast as they jumped into real estate. Build your relationships to last with your clients. Be the one that they want to refer their closest friend to, their mother, their father, grandma and their children. Every possible contact is an open door full of referrals. The only thing you need to do is your job and do it well. Do it with class. Do it to last.
Don't force your buyers into the first home they see, take the time to listen to their needs, show them what they want and educate them throughout the process. If issues arise in the home inspection, don't try and cover them up or talk them into moving forward when they clearly have concerns. Address their fears and their concerns so they don't end up with buyers remorse later and blaming you for it. It's far more important to earn their respect and trust forever than just for this one small sale. Don't list a house priced way above market because it was the only way to get the listing, valuing it higher than your other competing agents. Turning down a listing based on the home being unrealistically priced will earn you respect if you can handle it in a tasteful manor and they will think of you in the future when their home does not sell. They will come around if they are serious about selling. Be honest, be professional and most importantly, be yourself.
Which is more important to you? Keeping the client or making the sale?
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