The Most Difficult Word in Real Estate

By
Real Estate Agent with Coldwell Banker 69190

Blythewood, SC Homes for Sale  I use real estate as an example more or less do to the fact that I myself am in real estate of course, but it's really the most difficult word in sales period. But if you can learn when and how to use it, then I assure you that you will save yourself a lot of time and grief. What's this magical word? NO.

  I know it seems simple to just say it out loud while you're reading along to this post, but I can promise you that many people have a difficult time using it in their business and that's where it really counts. It's hard to look at a customer or potential client and say no.

 

Blythewood, SC Homes for Sale  Take a seller that wants to list a for too for higher than their home is worth. It does yourself and the seller no good to over price a house but sometimes it's hard to stand your ground and tell the seller no, you won't do that. Many agents are simply too afraid they will lose the listing.

  This is where saying no the right way comes in handy. You don't simply say no, you say no because. No we cannot do that, because over priced houses, even in a strong market do not sell and it would only cost the seller time and money.

 

Blythewood, SC Homes for Sale  How about the buyer that's approved for $165,000 but constantly send you properties they found on the Internet for $180,000 and say "it couldn't hurt to look right?" Well it can hurt to look and again the answer is no. No we can't look at these because they are too far out of your range and in the time we spend on these we may lose the right home for you to another buyer.

  Often times the word no in real estate truly does save us time and money, but it saves our clients time and wasted effort as well. And in the end it is our job to protect our clients, even it is from themselves. Which, let's face it, sometimes that's the first thing we have to protect them from. I know that it's hard to do sometimes, because no one likes the thought of losing a client or a sale, but to do the job right, the proper use of the word NO can be a very valuable thing to learn.

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Rainmaker
1,176,030
Kat Palmiotti
Grand Lux Realty, 914-419-0270, kat@thehousekat.com - Monroe, NY
The House Kat

There are indeed times when NO is the only smart response!

Mar 08, 2018 10:11 AM #1
Rainmaker
950,645
Carol Williams
U.S.: I specialize in helping agents who have been in the business 2 years or less create a thriving business. - Wenatchee, WA
"Customized Mentoring & Marketing Services"

Hi JL,
Excellent article and you are so right...
This is where saying no the right way comes in handy.

Mar 08, 2018 10:35 AM #2
Rainmaker
484,905
marti garaughty
garaughty.com - Montreal, QC
a highly caffeinated creative type...

marti garaughty, abstract art, graphic design, marketing, WordPress consultant

Mar 08, 2018 10:36 AM #3
Rainmaker
560,607
JL Boney, III
Coldwell Banker - Columbia, SC
Columbia, SC Real Estate

Kat - Unfortunately you are right. Sometimes it's the best thing we can say.

 

Carol - There is certainly an art to doing it right, but it can save yourself and your client so much time, effort, and wasted money.

 

Marti - Thank  you very much for the feature.

Mar 08, 2018 11:06 AM #4
Rainmaker
2,157,881
Myrl Jeffcoat
GreatWest Realty - Sacramento, CA
Greater Sacramento Real Estate Agent

"How about the buyer that's approved for $165,000 but constantly send you properties they found on the Internet for $180,000 and say "it couldn't hurt to look right?" Well it can hurt to look and again the answer is no. No we can't look at these because they are too far out of your range and in the time we spend on these we may lose the right home for you to another buyer."

Those words sum it up perfectly!

Mar 08, 2018 12:48 PM #5
Ambassador
2,935,323
Chris Ann Cleland
Long and Foster REALTORS®, Gainesville, VA - Bristow, VA
Associate Broker, Bristow, VA

No is a word that I've gotten used to using.  Of course, I'm giving reasons why the answer is no, which makes the information following no digestable.

Mar 08, 2018 01:37 PM #6
Rainmaker
3,589,951
William Feela
WHISPERING PINES REALTY - North Branch, MN
Realtor, Whispering Pines Realty 651-674-5999 No.

No is the hardest word in our vocabulary when dealing with clients.

Mar 08, 2018 01:46 PM #7
Rainmaker
978,375
Susan Haughton
Long and Foster REALTORS (703) 470-4545 - Alexandria, VA
Susan & Mindy Team...Honesty. Integrity. Results.

Unfortunately, so many people are afraid to say "no" because they are afraid of losing business or offending someone, but not saying no when NO is the best answer can waste a lot of time and keep people from doing what they need to do in order to get the house they want. 

Mar 08, 2018 02:01 PM #8
Ambassador
2,681,827
Anna Banana Kruchten CRB, CRS, Broker
Phoenix Property Shoppe - Phoenix, AZ
Arizona's Top Banana of Real Estate!

JL learning to say know is a big step in our business. When ones gut tells them to say no - just do it!

Mar 08, 2018 02:49 PM #9
Rainmaker
665,518
Pete Xavier
Investments to Luxury - Pacific Palisades, CA
Outstanding Agent Referrals-Nationwide

I had that very habit of not saying NO when needed, I have learned to say NO and life is much better and clients (different industry) are as well.

Mar 08, 2018 03:39 PM #10
Rainmaker
560,607
JL Boney, III
Coldwell Banker - Columbia, SC
Columbia, SC Real Estate

Myrl - I have run into this many times.

 

Chris - There is certainly a right way to say it.

 

Bill - Yes it is.

 

Susan - A lot of agents are afraid to say it, but if can learn to do so it's a good thing for us and our clients.

 

Anna - Best to follow your gut in most situations.

 

Pete - It's a tough one to learn, but it's better when we can.

Mar 08, 2018 06:02 PM #11
Ambassador
1,572,319
Debb Janes EcoBroker and Bernie Stea JD
ViewHomes of Clark County - Nature As Neighbors - Camas, WA
REALTORS® in Clark County, WA

It's tough to say no, and it can be tough to walk away from a potential transaction, but at times, both have to be done. I'd rather disappointment them with "no" today, than have them disappointed 3 months from now when the house doesn't sell...

Mar 09, 2018 06:55 AM #12
Ambassador
2,533,015
Debe Maxwell, CRS
www.AtHomesCharlotte.com | The Maxwell House Group | RE/MAX Executive | (704) 491-3310 - Charlotte, NC
Charlotte Homes for Sale - Charlotte Neighborhoods

It's difficult to say sometimes but, you really do have to stay true to yourself and say "NO" when you know it's the right thing to say, JL.

One of the examples that you sited with buyers - their higher price range often sets their standards higher than they can afford. You're right, they're not going to win in a bidding war but, everything they later see in their 'real' price range will be a disappointment. The absolute BEST thing you can say for them is "NO!"

Happy Tuesday, JL!

Mar 13, 2018 07:33 PM #13
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JL Boney, III

Columbia, SC Real Estate
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