Advice and opinions are not the same thing. Yes, your clients are coming to you to help them make an important life decision, but that doesn't mean your personal opinion is always welcome. In today's episode of Realestatable, Tiffany and Ashlee talk about that fine line between offering advice and dumping your feelings onto your clients. Listen in to hear their practical tips for adding nuance to delicate conversations in the world of real estate!
Working With Buyers
Focus on your buyers' opinions more than your own. While you're touring homes with them, note what is important to them and voice those opinions back to them.
If your clients are interested in a property that you think might be in the wrong neighborhood for what they're looking for, encourage them to drive by it before scheduling a tour.
When you can see the red flags on a property but your buyer can't (and they have their hearts set on it), talk them through their emotions and help set up a deal that protects them.
With sight-unseen contracts, try giving your clients a full video tour of the house before sharing your experience. When you do describe the house, use all five senses. Be detailed!
Working With Sellers
Remember that your sellers might take your comments personally. Be tactful in how you encourage them to stage their home.
Ashlee recommends telling sellers to pare their belongings down as much as possible - when you feel like your house is empty, you're 90% ready to list.
Tiffany reminds us that "new houses sell best" - the closer a house looks to not being lived in, the better a stranger feels walking into it.
If Your Clients Ask You About Other Agents…
Yes, you may have an opinion about an agent you're dealing with. But if your client asks you, it's always best to stick to facts (and not your opinions).
Remember, you're there to make things happen for your client. If you know an agent will bring certain challenges, prepare for those so they don't slow the deal down.
Avoid gossip at all costs. If emotions run high for you as you navigate a difficult deal, do not share your frustrations with your clients. Just give them the facts they need to know.
"I always just think about, if I was in my buyer's position, what would I want pointed out?" – Ashlee Jankovich
"Every time I've worked with an agent that has been insane on the other side, my client knows minimal." – Tiffany Klusacek
Resources
National Association of Realtors - https://www.nar.realtor/
Have questions about how to succeed in today's real estate climate? Want further insights from a recent episode? Or maybe you just want to keep it real and connect with us! Either way, head over to www.realestatable.com/contact to book a one-on-one with us, and we'd be happy to answer any questions that you might have.
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Show Credits:
Our Executive Producers and Hosts are Ashlee Jankovich and Tiffany Klusacek. The Realestable podcast is produced by TSE Studios. Music provided by SoundStripe.
