A good realtor should be ready to handle the unexpected… even demanding real estate clients. Some of the most challenging clients are those who have unrealistic expectations. They won’t settle on a fair value for the property and will continue to argue with the agent even after being told that their dream home can’t be found. Here are some ways to deal with these difficult real estate clients:
1. Communicate Clearly
Communication is the cornerstone of a strong relationship between buyers and sellers in real estate. It’s essential to communicate clearly within the boundaries of the law. A bad rapport then creates unnecessary hostility that could potentially lead to litigation. Communicate clearly with the client. Tell them all the facts you know and the ones you don’t. Don’t withhold any information, and don’t sugarcoat it. Clients who aren’t satisfied with their homes should be able to voice their concerns. Make it clear to them how much of an impact they can have on the outcome of this sale.
2. Be Polite
Sometimes, demanding clients can be misunderstood as rude to realtors because of their bad attitude towards certain situations. Their attitudes may be influenced by their different cultures and values. It’s not good to take things personally when dealing with these demanding clients. They speak their minds out of frustration, something you can’t blame them for. While they’re not being very nice to you, don’t be rude in return. Stay calm, keep your cool and respond with politeness.
3. Establish Empathy
A realtor should always show sensitivity to a client’s feelings to create an environment of trust and cooperation. If you can establish a sense of empathy with the client, then the relationship between both parties will be more beneficial. It’s easier for a client to trust someone who shares their feelings. If you can relate to what they are going through, it’ll help them see that you’re not just another realtor but someone who is invested in their well-being.
4. Don’t Be Judgmental
Being judgmental when dealing with difficult clients means that you’re demeaning the client’s personal views and critical of them for not being open-minded. You’re not their keeper or their mother to conscientiously protect them from the real world. Doing so will create unnecessary stress for both parties. Instead just have an open mind and patience with your clients.
5. Be Clear of Your Position
Difficult clients may have unrealistic expectations. You have to present a clear view of the current situation, so they know exactly what they’re getting themselves into. Your client will be able to make an informed decision when they clearly understand the realities of the deal. Don’t make them feel like you’ve deceived them
into reaching a decision that isn’t fair for both parties.
6. Explain the Realities of the Market
Some clients may be overly optimistic about their situation. They’ll have an extensive wish list, expecting that everything they want will be easily accomplished. But you, as a realtor, need to explain the reality of the market. You should explain that there are only so many properties within their budget range because of limited space in a particular area, and not many (or any) will have all of the items they are expecting in a home.
