Do You Take the Risk?

Real Estate Agent with Keller Williams Realty

Being honest with your clients is a balancing act. You wish to present yourself as a supportive, positive agent to the seller or your buyer. You want to be their biggest fan along their journey providing the emotional supportive net when needed.


There are times we are faced with the decision of delivering a recommendation/news they do not want to hear. The type of news that they need hear that is contrary to their stance or belief. Be it information regarding the list price of the property to unrealistic expectation on a housing type for the price range sought, you may feel a knot inside to have that conversation with your client.


How you approach uncomfortable conversations is a defining moment on what type of agent you elect to be. Are you going to yield to the comfortable and not confront your client or be a professional and do your best to be the agent they need?


A professional would worry less about honest input and worry more on getting the message across in a non-confrontational manner with fact base information to help your client understand the position. If they are risking losing a good buyer on their home due to attitude, you need to carefully craft a conversation to help them understand the value of a thoughtful response to an offer/repair request and making a response. It is up to you to soften the delivery of the response with thanking the party for the interest, but my client wishes to … a fill in the needs of the seller.


Sometimes what we have to say will be upsetting to the seller. The home value is XXX when they were expecting significantly higher. Remember that you are serving the seller best with accurate information. You may be surprised that they may indeed appreciate your honest input and re-evaluate their position. 

When you walk the tightrope just remember that you keep balance in your business by being an honest professional. The results will bring you far more than what you might have risked

Comments (6)

Will Hamm
Hamm Homes - Aurora, CO
"Where There's a Will, There's a Way!"

Hello Connie,  You are so right, sometimes we need to think about how to handle the situation.  Have a great week!!!

Oct 12, 2015 02:33 AM
Tony and Suzanne Marriott, Associate Brokers
Serving the Greater Phoenix and Scottsdale Metropolitan Area - Scottsdale, AZ
Haven Express @ Keller Williams Arizona Realty

Connie Goodrich "Do I have your permission to be candid?"  then deliver the facts

Oct 12, 2015 02:40 AM
Larry Johnston
Broker, Friends & Neighbors Real Estate and Elkhart County Subdivisions, LLC - Elkhart, IN
Broker,Friends & Neighbors Real Estate, Elkhart,IN

Hi Connie Goodrich , Being honest to a client, may keep them from making a costly decision later.  They will appreciate it after all said and done.

Oct 12, 2015 07:53 AM
Lou Ludwig
Ludwig & Associates - Boca Raton, FL
Designations Earned CRB, CRS, CIPS, GRI, SRES, TRC


Your right on point . . . . we have to balance how we approach the customers with the tough choices.

Good luck and success.

Lou Ludwig

Oct 12, 2015 11:21 AM
Sharon Parisi
United Real Estate Dallas - Dallas, TX
Dallas Homes

Choosing the right words is so important in our business.  I think we should coin the term "thoughtful honesty."  I'm glad I found your post and met another Dallas area Realtor.

Oct 12, 2015 04:22 PM
Larry Riggs
Century 21 Redwood - Frederick, MD
GRI, SRS Your Frederick County Specialist

Yep, I was just "beat out" on a listing appointment because I told the truth. It bothers me that some agents will use "comps" that no appraiser would use to justify saying what the seller wants to hear.

Nov 14, 2015 10:57 PM