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Truth Doesn't Speak The Devil 👿 Into Existence

By
Real Estate Agent with Big Block LPT Realty 858.232.8722 CA BRE# 01261476

Discuss the Predictible Bad News in Real Estate
It Doesn't Speak The Devil 👿 Into Existence

Can you speak truth to your clients?
Do you share upfront, the predictable bad news?

Can you point to the elephant in the room,
or warn your clients that he may be at the door?

 

For Buyers:

  • You may be alerted to a home by me that goes under contract before we can get to it.
  • There may be multiple offers, that creates an auction situation and that raises prices and reduces terms and time frames.
  • Cash offers often dominate loan offers. Not always, but some sellers get green envy.
  • Your offer, in order to get accepted, may be countered on price, terms, or time frames.
  • The request for repairs may be declined completely or reduced to a few repairs or a crdeit towards these repairs for you to do on your own.

For Sellers:

  • Some potential buyers/agents will leave your home with the doors unlocked and lights left on, we try to minimize it but we can't control it.
  • Some buyers will look at your home without being approved for a loan yet, because their agent lacks skills.
  • Open houses can experience petty theft, damage or worse.
  • Some buyers will flake out on the offer you accept due to buyer's remorse, finding a better home (in their mind) or pink elephants - meaning the reason is irrelevant in most cases unless it's due to the home's disclosures or seller behavior.
  • Some buyers will submit ridiculously long or "nickel and dime" level requests for repairs.
  • Some buyers will offer more than the home appraises for and then try to get you to reduce the price.
  • Some buyers will have a financial issues in the 11th hour that may delay or detonate our deal.

This is just a sample of the many predictable truths that experienced agents are aware of, which we can use to build trust with our clients by discussing them upfront. When an issue arises that clients have been warned about, it enhances trust, rather than leading to questions like, 'Why didn't you warn me this could happen?'

Posted by


Thomas J. Nelson
REALTOR®, CRS, RCS-D, CDPE, e-Pro, Certified Military Home Specialist, Luxury Home Specialist, Author, Keynote Speaker and  Podcast Host 

Serving Coastal San Diego from Carlsbad to Coronado, Downtown, Balboa Park Area,
La Jolla/UCSD & Mission Bay Park Areas
I Offer Rebates to Veterans
& Active Duty

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(858) 232-8722
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RCS-Divorce     Southern California Chapter of Certified Residential Specialists (CRS)

 
 
Disclaimer:  Nothing in this blog article is to be construed as legal advice, tax advice, medical advice or financial advice.  For legal advice see an attorney.   For tax advice, health or financial advice see a tax attorney, certified public accountant, or other qualified professional.
Show All Comments Sort:
Anna "Banana" Kruchten
Retired Broker/Owner - Phoenix, AZ
602-380-4886

Trust is the cornerstone of business to me Thomas.  My clients knew they'd get the truth- always and my honest analysis what could happen or what to expect etc etc. Without trust.......which goes both ways.......well......you know the deal.

Jan 16, 2025 01:26 PM
Thomas J. Nelson, REALTOR ® CRS,ABR,PSA,RCS-D, CFSP

I believe your clients know they are in good hands with you Anna "Banana" Kruchten 😊

Jan 18, 2025 07:06 AM
Joan Cox
House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

Thomas, our clients hire us for the TRUTH and the full TRUTH, not just half of it.  Now, do they HEAR what we say, or conveniently forget some of it?   Sometimes.

Jan 16, 2025 01:31 PM
Thomas J. Nelson, REALTOR ® CRS,ABR,PSA,RCS-D, CFSP

😂Yes, they do seem to have selective memories!

Jan 18, 2025 07:07 AM
Lew Corcoran
Better Living Real Estate, LLC - East Bridgewater, MA
Expert guidance. Exceptional results.

Thanks for sharing such an insightful perspective, Thomas J. Nelson, REALTOR ® CRS,ABR,PSA,RCS-D, CFSP! Your willingness to tackle tough truths in real estate is refreshing and definitely helps build trust with clients in a field that can be so unpredictable.

Jan 16, 2025 01:46 PM
Thomas J. Nelson, REALTOR ® CRS,ABR,PSA,RCS-D, CFSP

It's better to disapoint a little now (with truth) than completely let them down later.

Jan 18, 2025 07:10 AM
John Juarez
The Medford Real Estate Team - Fremont, CA
ePRO, SRES, GRI, PMN

Helping our clients to navigate or avoid the problems that you outlined, Thomas J. Nelson, REALTOR ® CRS,ABR,PSA,RCS-D, CFSP, is why we are paid the big bucks...right?

Jan 16, 2025 04:26 PM
Thomas J. Nelson, REALTOR ® CRS,ABR,PSA,RCS-D, CFSP

That's correct sir, truth, negotiations and navigating the way.

Jan 18, 2025 07:10 AM
Kathy Streib
Cypress, TX
Home Stager/Redesign

Love this Thomas. Clients would rather have the truth from their agents... no matter if it's the kind of truth that hurts. 

Jan 16, 2025 04:51 PM
Thomas J. Nelson, REALTOR ® CRS,ABR,PSA,RCS-D, CFSP

Indeed, it builds trust. Thanks Kathy Streib 😄

Jan 18, 2025 07:11 AM
Joe Mojica
Laer Realty Partners Bowen - Port St Lucie, FL
Your Home Adds Value to You

Thomas - great information on truth.  Truth with clients builds stronger relationships with clients.  Joe

Jan 16, 2025 07:06 PM
Thomas J. Nelson, REALTOR ® CRS,ABR,PSA,RCS-D, CFSP

Amen Joe! Thanks for your comment.

Jan 18, 2025 07:11 AM
Michael Jacobs
Pasadena, CA
Pasadena And Southern California 818.516.4393

Hello Thomas - in real estate and in everyday life, stuff "happens".  Unfortunately, some of it isn't to our liking.  And then choices are made.  What happens next will likely tell an additional story.  It's ongoing. . .   


Jan 17, 2025 07:38 AM
Thomas J. Nelson, REALTOR ® CRS,ABR,PSA,RCS-D, CFSP

What happens next indeed....that's where we seperate the Pros from the "Joes".

Jan 18, 2025 07:12 AM
Aura Alex
Seattle, WA
Retired Real Estate Pro

Hello Thomas,

Building trust is a two-way street. Our clients rely on our expertise, and we trust them to communicate openly, even if they've recently purchased a Mercedes before closing time. Let's work together to ensure transparency and success.

Jan 17, 2025 11:36 PM
Thomas J. Nelson, REALTOR ® CRS,ABR,PSA,RCS-D, CFSP

Oh yes, I've had that excited call on Monday - "Hey, we bought all the furniture for our new house over the weekend. It was on sale with great financing!"  ðŸ˜²

Jan 18, 2025 07:13 AM
Brian England
Ambrose Realty Management LLC - Gilbert, AZ
MBA, GRI, REALTOR® Real Estate in East Valley AZ

I am a big fan of the truth, even when it isn't what I want to hear and I am not one to hide the truth, haha.

Jan 18, 2025 05:48 AM
Thomas J. Nelson, REALTOR ® CRS,ABR,PSA,RCS-D, CFSP

It shall set you free! Thanks Brian England 

Jan 18, 2025 07:14 AM
Katina Hargrove 352-551-0308
Stake Your Land Realty, Inc. - Eustis, FL
Broker/Owner, SFR®, e-PRO®, GRI, AHWD, REALTOR®

Thomas J. Nelson, REALTOR ® CRS,ABR,PSA,RCS-D, CFSP 

Always tell the truth, no matter what, your post reminds me of the Bible verse:

He who speaks truth declares righteousness,

But a false witness, deceit. There is one who speaks like the piercings of a sword,
But the tongue of the wise promotes health.
The truthful lip shall be established forever,
But a lying tongue is but for a moment. Proverbs 12:17-19

Jan 18, 2025 06:53 AM
Thomas J. Nelson, REALTOR ® CRS,ABR,PSA,RCS-D, CFSP

Wow, nice pull from The Good Book - very much what I was sharing.
All good business advice seems to come from the bible and ancient philosophers.

Jan 18, 2025 07:16 AM
Adam Feinberg
Elegran - Manhattan, NY
NYC Condo, Co-op, and Townhouse Advisor

I was once faced with a Soprano's style situation that I didn't need to disclose, but I felt it was important to do so. The client's understood- and bought the apartment anyway.  Apparently one night someone had taken a shopping cart from Home Depot- and in the shopping cart was a body that was rolled up into a rug. The person that did this tried to dump the rug with the body in it into the pile of trash bags outside of the Starbucks, which was at the ground level of the condo building where my clients were considering an offer. In the early morning, a jogger saw what he thought could be a leg...and it was. Because the incident occurred outside of the building on the curb, I didn't need to disclose this- but I didn't want a later headline scaring them off as they go through the complicated process of due diligence here. 

How's that for providing the truth? 

Jan 20, 2025 05:28 PM
Thomas J. Nelson, REALTOR ® CRS,ABR,PSA,RCS-D, CFSP

I'd say you earned your keep on that deal. Wow!

Jan 20, 2025 06:31 PM