As an agent I often find clients look to us to set the tone for how to respond during negotiatons. From the first encounter with a client, we are free to make a choice whether or not this is someone we want to be linked to going forward. The desperation to have a warm body to work with can often brinng addded stress to our lives especially as we continue through the process of listing for a seller or representing a buyer . This very important relationship should be carefully considered.
In our work we easily become intertwined with our clients needs and values. Agents often seem reluctant to express a moral compass about how to behave in a contractual negotiation. I'm not talking church morality- but contract morality..explaining that a home inspection does not mean a buyer has the right to abuse or a seller has the right to ignore. It means doing what is asked for and what is fair.
I often hear agents complain about their 'bad' clients. Perhaps a good look in the mirror is in order to see if we have anything to do with this 'bad' behavior.
Our standards and procedures along with our code of ethics is a guideline for how we should behave as agents. Yet, I often see agents who won't are afraid to draw a line in the sand- even if it means their professional reputation.
Of course there are those agents who need to feel powerful and promise their clients that they'll do everything short of channeling Genghis Khan to get them a 'deal'. Is the quiality of self aggrandizing necessary to be a successful agent? I don't think so. In fact- the agents that I always hope to negotiate with are those who are the real pros- elegant, fair, and most importantly- win win.
Maybe we'd be better respected by other professionals if we showed our clients by example how to behave towards others involved in a transaction.
It's been said we attract who we are.If you hate your clients and ugly transactions are more your norm - it's time to look carefully at what you communicated by your behavior.Sometimes it's more admirable to walk away from a deal with someone you know is not ethical. If our practices are built on referrals- is this the person who you'd want to send you their like minded friends?
Each of us has the power to change our experience. If we are ever to be respected by those we serve- the time is now.Is any transaction worth your reputation?