Navigating the real estate industry is complicated on its best days, but unfortunately professionals often have to cope with challenging clients and frustrating demands. The best real estate agents are the ones who can find ways to please even the toughest customers.
Thankfully, there are a number of ways to do this, even for the homebuyers and sellers who seem like they'll never be happy. To get started, professionals have to keep a calm, cool head and remember that an abundance of knowledge and information can defuse even the most tense of situations.
Whether it involves selling a house post-divorce or convincing clients that the price is all wrong, here are some tips and tricks to manage those challenging customers:
Always be willing and able
Real estate agents at the top of their game are always ready and able to assist any client, no matter how difficult the request may sound. According to Realtor Magazine, few instances are as tough to manage as a divorced couple looking to sell their home.
In fact, a poor sale could lead to additional problems for both parties, so there is a lot of pressure on them to make sure everything goes well, the news source noted. A real estate agent can learn this niche and open themselves up to additional clients. For starters, professionals have to have patience with their clients, and understand that they are going through a tough time. In addition, real estate agents could also advise divorced couples to analyze their insurance policies, because only one person could be covered. If they keep the house, they might not have insurance.
Above all else, Realtor Magazine noted that professionals should organize community events to appeal to these types of clients. It isn't the best idea to solicit them directly, but functions and other meetings could demonstrate a willingness to help should the situation ever arise.
In order to provide top-tier services to clients, real estate agents have to be up-to-date with the best information. Courthouse Retrieval System can provide that, with access to a comprehensive database of mortgage records, warranty deeds and much more.
Think from their perspectives
Difficult homebuyers and sellers often have a lot on their minds, but it could be another situation that is making so tough to handle. With that in mind, the best real estate agents can put themselves in the shoes of their clients and see things from their perspectives.
Jennifer Goforth Gregory, a freelance journalist, wrote for the American Express OPENForum that this idea can be especially valuable when pricing a home. Naturally, most sellers want their houses to fetch as much money as possible, but this isn't always possible. In order to defuse a tense conversation, professionals have to know the facts.
"If a neighbor has a home on the market at a very high price, that doesn't impact the market value at all," Jim Olenbush, a real estate broker, told Gregory. "The number that matters is what it actually sells for."
Any information that a real estate agent can provide to a client can be helpful. A clear understanding of the housing market will show them that a professional has the expertise needed to get the job done.