The Commonwealth Blog

Monday, April 30, 2018

Helping Clients Overcome Common Challenges

Helping Clients Overcome Common Challenges

No matter how seasoned you are as a Realtor, you’ll have challenges with certain clients. Even if you’re getting frustrated, try to put yourself in your clients’ shoes and educate them instead of losing your cool. Being a real estate agent isn’t an easy job, and it’s your responsibility to have the knowledge and skills to reassure your clients in difficult situations. Here are some common challenges you’ll face with your clients and how you can help them:

The Client Who Knows Everything

Some people enter a real estate relationship thinking they know more about your business than you ever could. Your experience and credentials may mean nothing to them, and they’re unlikely to listen to your opinions and advice.

There’s nothing inherently wrong with a knowledgeable client, but it’s important to work with them. Make an appointment in a coffee shop or other neutral setting and try to talk it through, trying to use your experience and their knowledge together. If you can make this work, this kind of client can have the most realistic expectations since they understand the industry.

The First-Time Homebuyer

This client likely needs the most guidance when buying a home. Some first-time homebuyers will listen to your every word, or they’ll be texting you all hours of the night. New homebuyers can be a boon for referrals, but the challenging rests in educating them about the complexities of the purchasing process, including budget, closing costs, and other processes.

Work in depth with first-time homebuyers to help them feel prepared and get them organized. Give them to-do lists, referrals for local contacts like movers and mortgage brokers, and give them advice every step of the way. Use your empathy and patience, and these clients can turn from a challenge into a blessing.

The HGTV Addict

Some people have just watched too much reality TV and think it’s what happens in everyday real estate transactions. No matter how much Househunters or Flip or Flop they’ve binged, it’s important to slow them down. Help them understand most buyers look at more than three or four homes before deciding.

These clients may act similarly to the “client who knows everything,” and it’s okay to support their excited attitude. It’s important to ensure that you’re following your process and meeting all the necessary checks when you purchase a home with a client. You want this client to end up with the perfect home they’re envisioning from reality TV.

The Super Thrifty Client

You might not realize you have this buyer at first. Some people want a good deal and don’t understand negotiation. They’re determined to make unrealistically low offers, which can ruin their chance of getting their dream house. You can resolve this challenge with education and by instilling trust.

Sit down with your client and discuss negotiating tactics with them. Make sure they have a budget they’re comfortable with, so they’re not just lowballing every property on which they put an offer. A conservative offer can be a good approach, but it has to make sense for the property and be well-researched. If not, you can alienate the seller and reduce and further cooperation.

With the right tactics, you can manage your clients’ expectations and help them overcome their challenges. Every buyer needs some help with their purchase, and you can be their resource to overcome their issues.

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