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Slow Down, Don’t Rush, Your Real Estate Clients

By
Real Estate Agent with Dirt Road Real Estate SA676002000

In sales, I have observed some salespeople rush their clients.  If sales is the "transference of feelings" and "people buy from people they know and trust," then it makes practical sales sense to slow down.

Don’t rush your clients!

During these past eight years of being in real estate sales, I am surprised as how many of my real estate clients became my clients because other professional real estate agents rushed them.  Some of these “rushings” included showing properties that failed to meet the real estate client’s needs and wants.

Another rushing behavior was failure to explain each document to their clients before asking for the client's signature.  Then as often in sales, rushing the client to make a decision, "better make an offer now" before someone else makes an offer was frequent.

There are some times when "rushing" is more acceptable such as having the application for a loan, pre-approved especially in a seller's market. Often to avoid this specific "rushing" behavior, professional real estate agents will encourage local lenders who understand the market and abide by "time is of the essence."

Possibly the old fable of the Tortoise and the Hare comes to mind.

Slow and Steady Wins the Race!

Leanne M Smith, The Grit and Gratitude Agent Who Goes the Extra Mile Because Life Begins Where the Pavement Ends.

Feature Photo Courtesy of Pixabay.com

Any reproduction of Leanne M Smith’s blog for use by any AI or GAI, distribution or reproduction including but not limited to electronic newsletters e.g. PDF’s Internet sites or physical products e.g. newspapers, CDs without prior written permission and consent by me, Leanne M. Smith (Leanne Hoagland-Smith) is strictly prohibited.

Posted by

Leanne M. Smith, MS, GRI, rCRMS

2018 KGVAR Rookie Realtor of the Year-55+
219.508.2859 MST
Life Begins Where the Pavement Ends
Connect with me on LinkedIn:
http://www.linkedin.com/in/leannehoaglandsmith
Show All Comments Sort:
Will Hamm
Hamm Homes - Aurora, CO
"Where There's a Will, There's a Way!"

Hello Leanne and love the picture of the greyhound.  So true, sometimes it not best to rush clients but advise them.

Jan 21, 2025 07:34 AM
Leanne Smith

Good morning Will Hamm  and I agree.  Thanks for commenting on the feature photo as well.

Jan 21, 2025 07:58 AM
Nina Hollander, Broker
Coldwell Banker Realty - Charlotte, NC
Your Greater Charlotte Real Estate Broker

Hi Leanne... if there's one thing I've never done in over three decades in this business, it's pressure a client into a decision. I tell them upfront that I don't need to work for a living, that I do this because I love it and am very good at it, and that I don't care if I earn a commission this month, next month, or even next year. Clients quickly get that my priority is that they make the right decision.

Jan 21, 2025 07:44 AM
Leanne Smith

Good morning Nina Hollander, Broker and I am not surprised by your response to this posting. I also share with my clients a similar philosophy.

Jan 21, 2025 07:59 AM
Nina Hollander, Broker

Leanne Smith 😀 I also tell them that in 30+ years not a single buyer client has ever called me to ask how I could have allowed them to buy their house and that I'm not looking for [the new buyers] to be the first to make that phone call.

Jan 21, 2025 02:04 PM
Michael Jacobs
Pasadena, CA
Pasadena And Southern California 818.516.4393

Hello Leanne - this thoughtful approach treats clients with the respect that knowledge combined with experience can provide

Jan 21, 2025 08:01 AM
Leanne Smith

I agree and I believe approaching each client without any presumptions always works best.

Jan 21, 2025 08:04 AM
Mike McCann Nebraska Land Broker
Mike McCann - Broker, Mach1 Realty Farm & Commercial Land Broker-Auctioneer Serving Nebraska - Kearney, NE
Farm & Commercial Property For Sale 308-627-3700

Great advice...not only for newer agents for even decades of experience old agents.  

I agree with you.  Back when the market was a buyers market and there were way more homes than buyers.  I told my clients I would only show so many homes a day based on their wants and needs...not mine...and not my schedule.  

I told them my job is to help them find their dream home if possible...and not run through houses in 1 or 2 minutes.

I have seen agents try to show 4 or 5 houses or more per hour and that seems way too fast for me.  In a sellers market maybe you have to respond quick...but that is not always the best response.  

I have walked away from business many times and will continue to do that if they want to treat it like a sprint or game.   Thank you for sharing!

Jan 21, 2025 09:23 AM
Leanne Smith

Thanks for adding about showing houses. I have had that with vacant land. Here in Mohave County those parcels can be 30-45 minutes away. I too have walked away from similar situations. Thanks so much for taking the time to share you experiences.

Jan 21, 2025 09:33 AM
Lew Corcoran
Better Living Real Estate, LLC - East Bridgewater, MA
Expert guidance. Exceptional results.

Thanks, Leanne Smith, for sharing your insights on the importance of taking things slow with clients! Your approach truly reinforces the value of building trust over rushing decisions—it's a great reminder that patience pays off in real estate!

Jan 21, 2025 02:14 PM
Leanne Smith

Yes indeed patience pays off in real estate. Right now I am dealing with a couple of buyers pre-qualified cash buyers who are attempting to try my patience. I just keep smiling and know that eventually this will happen.

Jan 22, 2025 07:32 AM
Dorie Dillard Austin TX
Coldwell Banker Realty ~ 512.750.6899 - Austin, TX
NW Austin ~ Canyon Creek and Spicewood/Balcones

Good afternoon Leanne,

I so agree with your advice! I have a great listing with lots of activity and agents wanting to write up an offer. It is a relocation property and I'm making it as easy as I can for them to understand what is required and needed to fulfill and offer on this property. I especially like one agent who is very thorough and is asking me lots of questions so she can explain things to her buyers. Good for her..no rush..make it right the first time when she submits.

Jan 21, 2025 02:15 PM
Leanne Smith

I understand about making an offer easy.  I have a court approved sale that has a 60-90 day minimum close. In the MLS I have written directions about making an offer so the offer is not canceled due to the extended close of escrow. Yes make it right the first time, so true.

Jan 22, 2025 07:35 AM
Endre Barath, Jr.
Berkshire Hathaway HomeServices California Properties - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

Leanne Smith  having been a realtor for over 30 years in two different markets one on the east coast aka Boston and here in Beverly Hills I have never been a pushy "salesman" now with that said every year I have received awards for my production, clearly states something about not being pushy works, Endre

Jan 21, 2025 10:41 PM
Leanne Smith

Good morning Endre Barath, Jr. and again I am not surprised by your comment. Yes I believe people are attracted to those who are not "pushy" and the results are as you shared.  Here since I focus on dirt which is relatively inexpensive compared to homes, no awards, but many satisfied clients.

Jan 22, 2025 07:37 AM
Kathy Streib
Cypress, TX
Home Stager/Redesign

I love this, Leanne!  On occasion, I've seen some agents say that they will show their buyers X number of homes and they need to make a decision from those. It's not like you're shopping for a pair of shoes! This is the biggest investment someone will make. I worked with an agent once who was frustrated because we had not found the home we were looking for. 

I thought...well perhaps you're not shwoing us what we're looking for. 

Yest...buyers need to be ready to act but they should not feel pressured. 

Jan 22, 2025 11:54 AM
Leanne Smith

Thank you for your thoughts and contributions.Apologies for the delay, just been buried listing a lot of dirt.

Jan 26, 2025 07:20 AM
Kathy Streib
Cypress, TX
Home Stager/Redesign

Jan 25, 2025 06:35 PM
Leanne Smith

Kathy Streib thank you for the feature and good morning.

Jan 26, 2025 07:20 AM
Wayne Martin
Wayne M Martin - Oswego, IL
Real Estate Broker - Retired

Good morning Leanne. While I am a "ready, fire" guy many need to pace themselves at a different pace, "reaaady, aaaaiiimmmm, breathe......., fire". Letting them priced at their pace much to my frustration, leads to a successful transaction. Practice pace and you are on the road to success. Read the room as some say. Enjoy your day.

Jan 26, 2025 05:29 AM
Leanne Smith

Good morning Wayne and patience with real estate clients is necessary. And sometimes that patience wears thin and that may require us to "fire" them. Our time is valuable.

Jan 26, 2025 07:21 AM
Thomas J. Nelson, REALTOR ® CRS,ABR,PSA,RCS-D, CFSP
Big Block LPT Realty 858.232.8722 - La Jolla, CA
Coastal San Diego, Veteran's & Retirees Services

So insightful! I appreciated every word. I'm always preaching this too - because like you, I'm Plan B that closes other REALTOR's Plan A. Only their plan was transactional, while mine is relational. The rush is putting your needs infront of your clients. Slow and staedy suggests, I'm solvent so let's serve your needs Mr. & Mrs. Client. Great job on this post!

Jan 26, 2025 07:41 AM
Leanne Smith

Thank you for your compliment. My sense is with real estate it is far more about the depths of the relationship than in B2B sales. All sales is the transference of feelings. However in real estate being the biggest transaction, the feelings are far more intense.

Jan 26, 2025 07:45 AM
Kat Palmiotti
eXp Commercial, Referral Divison - Kalispell, MT
Helping your Montana dreams take root

I totally agree with this. Whenever I started with new clients who were going to see homes, I would carefully watch to see how much time they needed to spend in a home to see what they needed to see. Some people would be done in 3 minutes. Some took 20. Then I'd adjust the rest of our showings accordingly if needed. Rushing people is not in my DNA since I hate to be rushed myself.

Jan 26, 2025 08:20 AM
Leanne Smith

Great observation and so true. Some folks are so focused on one thing while others want to walk the entire property. Thankfully I have had only one client who wanted to walk the perimeter of 20 acres.

Jan 26, 2025 08:40 AM