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Writer's pictureShawn Patrick Moloney

Having Uncomfortable Conversations


Have those tough conversations with your real estate clients.

As a real estate agent there are many times where we are left having uncomfortable conversations. Failure to have these conversations or failing to be successful with these conversations makes all the difference to your success. This blog will guide you through when and how to have these conversations. 


When facing any challenge in real estate it is time to have the tough conversations. This could be when you go to a listing appointment and the person smokes indoors. This may mean you need to tell them that they need to smoke outdoors and may need to have the home cleaned.  By having this conversation we are preparing them for the fact that it may decrease property interest and possibly even value. 


Not saying something about the smoke when you got there allows them to blame you when the home fails to sell. They may even refuse a price break and get angry when you try to bring it up later. This is Why speaking early always helps set expectations. Just make sure when having these sensitive conversations that the focus stays on their goals of selling for the most money possible. Do not make it about how bad their habit is, how much the home smells, or how easy change is. Make the successful sale the focus.


Another case may be a buyer who wants to have everything in the world on a budget that does not allow it. We do not need to be rude but we do need to manage expectations and to help the client understand the market. Do not be a “yes man” and tell them everything is going to work and we will find the one. Let them know we are going to have to make some concessions and find the best we can. Otherwise you could be in an endless search where they never end up buying or worse yet use someone else. 


In this case it is important to talk about wants versus needs. Making sure to respect the client and their budget but also keep them real. Showing them the evidence is the best way to have a productive conversation. Allow them to provide examples of their goal. This allows them to show you homes that sold within their budget. Working this way leaves it to the market, not you saying no to their demands. 


No matter the case it is always best to set realistic expectations.  It is easy to blame the client but the truth is if we set expectations early we find success more often. Practice these hard conversations with role playing partners so when they hit you are ready. You may be surprised how much this tactic changes your business. To be treated as a professional you must act like one.


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