Working with homebuyers and sellers can sometimes present sticky situations. Considering that buying or selling a home can be one of the most personal transactions your clients will ever go through, some may be easily upset or emotional. Therefore, it is important to know how to talk to your client and what you should and shouldn't say. The following are four topics that may be sensitive for your clients and some strategies for properly navigating through them:
- Coming Down on Price
Many home sellers will price their home higher than it's worth or insist their real estate agent do so. If you find yourself in this situation, be gentle when broaching the subject. Use positive terms to describe the house and the seller's personal experience in it, but provide data and hard numbers to bring them back to reality. Be as diplomatic and factual as possible while still remaining sensitive to your clients' feelings.
- Staying in the Price Range
It can be a tough conversation, but ensure your homebuyer clients stay within their price range. The last thing you want is for buyers to fall in love with a home, only to find out it's not in their budget. Set strict caps on home prices, and don't show your clients any homes that don't fit into their price range. Also, encourage them not to view any homes out of their price range when searching on their own.
- Getting Sellers to Clean
You may run into sellers who haven't kept up their house or are simply not the cleanest people. Before you show their house, you need to encourage them to clean up a bit. However, don't use terms such as "dirty" or "messy." Talk to your clients about this without offending them by focusing on the fact that a tidy home will make the best impression and encourage a higher offer from potential buyers.
- Working with Sellers Who Are Getting Divorced
Selling a home while going through a divorce only adds stress to the process. Understand that your sellers are going through a lot legally, financially, and emotionally and that you're there to ensure they make the best real estate decisions. You'll need to have exceptional communication skills and patience to carefully navigate these waters. If possible, avoid discussing personal issues with your clients, and stick to your expertise: real estate.
It's expected that buyer and seller emotions will run high at some points during the process. Reassure your clients that they have hired an expert in the field and that you will act as their guide and support. Do your best to take the high road when it comes to the aforementioned sensitive subjects, and use positive, reassuring language with your clients. Learning how to talk to your client can be a challenge, but with a bit of practice and a healthy dose of mindfulness, you'll be able to get through any sticky situation with ease.