This is a list of things real estate agents should never say to their clients.
1. You Have Horrible Taste
Agents often face challenges with sellers who refuse to alter their unique decor choices, like an extensive collection of taxidermied cats. While taste is subjective, staging a home neutrally tends to attract more buyers and potentially lead to higher sale prices, instead of criticizing their taste.
Say This Instead:
You have a beautiful collection of stuffed cats. It is so meaningful and important to you. However, we might have potential buyers who are allergic or may miss their dear departed cats. They will spend the whole time looking at your cats, thinking about their cats, not your lovely property. Let me show you some simple things we can do to stage your home that might even bring a higher sales price!
2. Call Me Anytime, 24/7
As an agent, maintaining open communication with clients is essential, but setting unrealistic expectations of being available at all times can lead to frustration and burnout. Balancing professional responsibilities with personal commitments is crucial for long-term success and well-being.
Say This Instead:
You can commit to top-tier customer service. You can promise to return all emails and texts within one business day. You can pledge to monitor messages and respond promptly and regularly. You can also introduce your clients to a fellow team member or assistant who can step in if you are unavailable. You can deliver the best customer service in your area in many ways without sleeping with your phone.
3. I Only Make Money if You Buy a House
Real estate agents should avoid saying they only get paid when clients buy a house, as it can create undue pressure. Recent commission lawsuits highlight the confusion surrounding agent compensation and their value. Agents should take the opportunity to clearly articulate the various roles they play in helping clients find their dream home.
Say This Instead:
If asked how you make money, be careful not to answer by assigning any responsibility to your clients. Rather, point to the many services you provide. Make sure they understand commission but do so in a way that ensures they never feel like they are responsible for you keeping your lights on at home. Even if they are.
4. Your Dream Home Doesn’t Exist
Avoid telling clients that their dream home doesn’t exist, as it can crush their hopes and aspirations. Many buyers are influenced by media portrayals of ideal homes and may have unrealistic expectations. Instead, agents should navigate compromises with sensitivity and understanding, acknowledging the challenges of the current market and managing client expectations accordingly.
Say This Instead:
I understand that these not-granite countertops make you want to gouge your eyes out with pruning shears, but countertops are replaceable and are easier and cheaper than you think. Let’s look at some cosmetic changes that can make this house (the one that checks every other box) your dream home.
5. You’re Delusional
I’m guessing you may have said this in your head many times to different clients about different issues. After all, any time you work with people, there will be a time when there’s a difference of opinion. For example, agents might want to call a client delusional when they submit a low-ball offer.
They say, “I know it’s listed at $380,000,” they say, “but let’s go in at $290,000 and just see what happens.” You’ll be tempted to respond, “You’re delusional.”
Say This Instead:
Instead of questioning their ability to reason, you’ve got to lean on your numbers and their emotions. Explain how the comps make the listing price pretty accurate. While there might be room for negotiation, a basement-level low offer will sour the relationship from the outset. The sellers might not even counter, cutting off further opportunities for negotiation. In a seller’s market, those lowballs aren’t going to get it done (highest and best should be the order of the day). Try to suss out if they really want the home, and if so, how badly. And is it worth making a realistic offer to get it?
Agents must refrain from making insensitive remarks, even in challenging situations like viewing homes with unconventional decor. Instead, they rely on diplomacy and persuasion to guide clients effectively. By offering tactful feedback and professional advice, agents can help clients prepare their homes for sale successfully.
This column does not necessarily reflect the opinion of overwrite.ai and its owners.
This story has been published from an article in The Close published on February 2024.
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For Full Article: https://theclose.com/things-agents-should-never-say/