Joni Mitchell paints a lovely picture of idealism versus reality when she wrote the song; Both Sides Now. Some of us look at clouds with such wonder and optimism... like ice cream castles in the air. Others look at clouds as blocking the sun; raining and snowing on everyone.
Recently, I had a client who felt he missed out on a magical property. In reality, he wasn't ready to purchase. But in his mind, he saw ice cream castles in the air, so there was no dismissing his mercurial sense of wonder with respect to this property.
Many buyers start their home/property search with a dreamy wish list often coupled with unrealistic expectations. Then the stark reality sets in and buyers end up adjusting their sails. How do we navigate these stormy waters without being viewed as dream killers? Perhaps it requires the ability to see clouds from both sides.
It's possible to find our sense of wonder on cloudy days by focusing on the positive, rather than highlighting the negative. Clouds are often temporary, and the sun eventually shines. Charting a clear course for each buyer helps create realistic expectations. While this approach won't always eliminate choppy waters, it may help to reduce some fear and anxiety that is felt when the boat gets rocked... and it almost always gets rocked!