Take a sad song and make it better is a line from the Beatles classic, Hey Jude. In real estate you are constantly given sad songs and you have a choice. You can take a sad song and make it better, or you can start blaming someone else and pointing the finger. Good to great agents never point the finger and will always look to make any sad song better. For instance I just closed on a home with clients where everyone at the table was happy. There were Seller shared stories of the house construction, the quirks of the property shared with the Buyer. On the Buyer's side they shared that although they had never met the Sellers and had not lived in the town for some 20 years that the Buyer's sister was a friend of the Seller's daughter. Once these connections were made at the table all the sadness of Selling the home melted into the understanding that they were leaving their home in the hands of a new family, a family with ties to the community and a good family.
Both the listing agent and I knew the Seller was not pleased to have to move on from this home. We worked at making the transition for the Seller's as easy as possible. My buyers adjusted their needs for access to the home and final negotiations knowing that a win-win situation was best for all. There are days when you are proud of the work you do for people who need understanding and care beyond the transaction. Caring about people is a characteristic that differentiates one agent from another. I am not talking about bending over backwards trying to make your client like you. For gosh sakes, your clients are not your friends, they are your clients. They deserve a great deal from you, but friendship is not a requirement at all. It is ok to be liked, but I would much rather be respected for my efforts on behalf of a good transaction for all parties.
I often say, when asked what I do for a living, I listen for a living. Listening to the needs and wants of your clients and prospects gives you insight into their bulls-eye and this is where you aim all your arrows. It is not enough to close a deal, you want to take all the sad songs and make it better.