There are many ways to successfully manage relationships with tough real estate clients, and there are a wide range of tools available, including simple common sense and more sophisticated approaches.
If you have a difficult client, be sure to retain self-control, The National Association of Realtors advises. Managing emotions can be very important, as tensions can flare up when people buy and sell homes, which could be their single greatest source of wealth and also a significant store of sentimental value. Clients might have great expectations for what they will get for their home, and if real estate is in a down market, they could end up being disappointed.
There are many other challenges that could crop up, as clients could have outsized views of their own real estate knowledge, be abrasive, or otherwise difficult to work with.
Get ready to listen
Once you have prepared yourself emotionally for difficult clients, get ready to listen. Many people who work in sales talk too much at the expense of taking in what their client is saying, and this can be counterproductive.
Cynthia Nakaya, a Realtor with more than five years experience, provided some input on this particular matter in a recent piece in Realtor Magazine.
"When I have a difficult client, my biggest priority is listening. I let them talk until they finish," she stated, according to the news source. "This serves two purposes: One, they get their concerns off their chest and they know I care. Two, I find out if any of their concerns are legitimate."
Nakaya told the media outlet that letting clients vent is important whether their concerns are valid or not, and once they have been expressed, she can get back to helping them out.
This particular matter should go without saying, but being on top of the latest information in the real estate field can make working with clients far easier. One way industry professionals can ensure they have up-to-date data on such matters is leveraging CRS Data, which provides comprehensive mortgage records, warranty deeds and additional information on any property. To learn more about CRS Data Real Estate Suite, click here.
Give clients the education they need
Armed with the most up-to-date information on properties, you will be able to teach clients not only about the market, but also educate them on how the Realtor-client relationship works. Mary Robinson, who works for Lenders Realty Inc., spoke to the situation in a Realtors Magazine article.
She noted that especially when times are tough, real estate professionals will be more likely to tolerate difficult clients instead of drawing the line, the media outlet reported. However, these professionals should take a different approach, putting their foot down and teaching these potential buyers or sellers how the client-Realtor relationship works. Robinson emphasized that all real estate professionals would need to buy in to this plan for it to work.