Honest people come with all sorts of personality types, and it is our job to learn the communication skills that enable us to understand them - it is not their job to understand us, but our job to understand them.
Personally, I have found classes in communication much more rewarding and beneficial than sales training. Just a thought.
Having a sit down and explaing everything will help. Many Buyers have no idea what's in the process of purchasing a home.
Many sellers have been in thier home for years and the selling process is scary.
The mountains of paperwork, giving up you signature, it's really a chalange.
If your clients are just plain rude, just let them go
At times it may seem that a buyer or seller is being difficult. Many times they are looking to you to ask them the right questions or to put them at ease with the questions you ask by the knowledge you have. The most important answer you can give someone is, â€œI donâ€™t know, but I will get the answer for you.â€ As long as your client is not being disrespectful you continue to deliver great customer service. Remember part of your job us to overcome objections that make sense.
The word â€˜difficultâ€ can imply so many things. I will say I have had to part ways with a client before the best way is to do it respectfully and professionally. Sometimes people just donâ€™t mesh and that is OK.
Failure to show respect and honor are entirely different.
The latter can leave scars with which you must deal with the remainder of your career.
Some folks are not worth the cost of doing business with.
Others, who are difficult, but do exhibit respect and honor, have other issues that they are protecting.
The difference between a real estate sales person and a real estate consultant, is the ability to ask the intelligent probing questions that reveal the pure motivation and fears and demonstrating the trade craft to deliver results and protect their vulnerabilities.
Your goal should be the Ritz Carlton experience, "Ladies and gentlemen doing business with ladies and gentlemen."
Best of success to you,
Annette Lawrence, Broker/Associate
Reamx Realtec Group
Palm Harbor, FL
I have found that it's often a lack of information (resulting in fear and mistrust),that causes a person to be difficult. It sometimes helps to have additional input into the transaction, such as a trusted loan officer or broker that can smooth the way to a good relationship with your clients. You need one that can corroborate your advice and information so that there is good communication between you and the client knows what to expect.
Unfortunately, our industry has suffered with some 'bad apples", and consequently we have a poor image to overcome with some consumers. Thank goodness many of those types have lost their licenses and can no longer cause problems for us.
Make sure you are a good listener, is there something that is causing htem to come across as difficult. Some people are just not easy and in those cases just remember to keep your cool!