Navigating Sticky Situations in Real Estate Transactions
Updated 3.10.2023
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:
1. 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. Consider a seller inspection before the home goes on the market.
2. 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.
3. 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. Maybe bring in professional like HouseMaster to give your home a Home Maintenance Inspection so the home owner can see the full scope of what need to be done before the home can be shown to clients
4. 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.
Working with Home Buyers and Sellers Can Present Challenging Situations
Working with home buyers and sellers can present challenging situations, especially when dealing with sensitive topics. However, as a real estate agent, it is crucial to know how to communicate effectively with clients to navigate these challenges. By using positive, reassuring language, being diplomatic and factual, and staying within the client's price range, you can ensure a successful transaction and build trust with your clients.
Remember, buying or selling a home is a significant decision, and having the right real estate agent and home inspector can make all the difference. So don't hesitate to contact a professional and get the help you need to make your real estate dreams a reality.
