Typically, I love the social aspect of being a real estate agent. I have the pleasure of working with so many different people. However, and I’m sure you can relate, you do get the occasional tough cookie.
Some people can be very opinionated and stubborn -- and I completely understand. Buying and/or selling your home is a big decision. But at the same time, I know what I’m doing and I know how to get the best deal for my clients. You’ve just got to make them aware, you have their best interests in mind.
1. Be the Real Estate Authority
You are the real estate expert in this relationship and you know the ins and outs of the industry -- your client doesn’t. If you’re client is being stubborn out of unintentional ignorance, it’s your job to fill in the blind spots for them and educate them. Speak confidently and thoroughly explain your reasons for recommending option A rather than B. They might not know everything, but you can shed some light and allow them to see what you see.
2. Listen & Try to Understand
While you are the expert here, it’s still your client’s money and ultimately their house. Make sure to listen to what your client is saying and understand where they’re coming from.
If they’re not being clear as to why they disagree with your recommendations, ask questions. As much as it’s important for them to understand your position, you need to understand theirs to work with them effectively. Show them that you care about their concerns, and that you will work with their best interests in mind.
3. Meet Face-to-Face
Sure, email and texts are convenient. But when you both have conflicting opinions, email is not the greatest medium to persuade each other.
There is a lot of nuances in face-to-face conversation that email misses -- things like facial expression, tone, and body language -- and that might skew the meanings of your words. If you meet face-to-face, you can both explain your respective positions a lot quicker and without ambiguity.
4. Suggest Solutions to the Problems
Whereas you may be able to look past the surface of a fixer-upper to see value and potential, all your client sees is an outdated kitchen or a bad paint job. They can’t imagine themselves living in a place so unappealing.
Remember: paint is cheap, and new appliances are easy solutions. As an agent, you have seen a lot of properties and a lot of different homes. Use your expertise to see the solutions and quick-fixes that your client cannot.
Takeaway
Tough cookies and stubborn clients are simply people who are very concerned. As their agent, be their rock and reassure them that you will work to get the best deal for them, whatever the problem is.
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