I have noticed over the years when one is selling, investing, purchasing, renting or even leasing residential and/or commercial properties, human emotion has had quite a lot to do with the process. This perspective is mine alone and not related to any articles or columns that I or you may have read currently or in the past. Experiencing human nature at its best and worst with respect to verbal responses to questions, what is most important in the process from start to finish, common sense and critical thinking, and expressions and body motions reveals an amazing and many times a constructive view of how the consumer thinks and then acts upon and applies to their decision-making.
There is a saying that I heard, learned and absorbed over 40 years ago that “buyers are liars, sellers are yellers, and lawyers are destroyers,” This is not to say that any of this is mostly true, but many of us have definitely experienced at one time or another some of these insulting sayings. The real question is how does one avoid or deal with them when confronted with these sticky and embarrassing situations? It isn’t so easy or is it?
Pragmatic, common sense and logical thinking may be required during those moments in time when these challenging events occur with those individuals who for one reason or another pose a problem when you’re trying to transact a sale, an investment, purchase, rental or lease.
The methods and strategies that one may use will either create a successful end result or an untenable, stressful disastrous event that you want to completely erase out from your mind’s eye going forward. It’s always easy to remember and reminisce about all those successful closings. There are also those those bad and “I want to forget about” crazy and pretty much impossible deals that you hopefully learn from and move on from to never repeat those mistakes and errors again. But here we go when human nature raises its ugly head right into the mix once again and so many keep repeating the errors of their past.
There are words to choose and words to lose when engaged in the real estate business whether as a full-time or even a part-time agent. Agents as well as consumers should be much more aware of them as this can and will affect a transaction as well as a relationship. I can provide some of the words as it is my method that I teach my agents on a consistent and repetitive basis over time by exploring, learning, absorbing and applying the information creating more successful outcomes, when listing properties, working with investors, purchasers, renters and lessees of residential and commercial properties.
I don’t say the path is always easy to navigate, and some will stumble and fall, but despite some pains there will almost always be your gains. It isn’t how many times you strike out but the number of times you get up at bat and swing for the bleachers. (not sure who said this over the years, possibly me, but I am not sure).
We try to never use the following words: honestly, truthfulness, be perfectly honest with you, I’ll be honest with you. During the last 40-plus years I have realized that there is no need to use the word honest, honesty or honestly in any sentences as one should assume that it is a given that you are. People overuse and abuse the words to a point at which I always wonder are those who use them truly honest? Most of the time people are, but then there are some who are surely the opposite. Instead replace these words or phrases with “I will be perfectly upfront” and/or “perfectly candid with you.”
Whether you are a seller, investor, buyer, renter or lessee of residential and/or commercial property, choose your words carefully and keep your emotions hidden inside your pocket, because providing too much information (after disclosing the necessary and required info) and letting your guard down can and will cause irreparable harm to your pocketbook.
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