Guiding Your Clients – the Favorit-est Tips!


posted by on An Exceptional Agent, Random (Un)Common Sense

If you follow my blog, you know that from time to time we do a “Favorit-est Tips” post where I share the feedback I got from a recent Sell with Soul teleseminar. This installment is from the show we did earlier this week called “Guiding Your Clients to the Right Decisions” where we discussed various strategies for helping clients, well, make good decisions in a real estate transaction!

Are you asking if it’s really our job to assist in the decision-making process? Aren’t we just supposed to give them three options and let them decide? And advise them to contact their attorney if they have questions? Or conversely, aren’t WE the experts so shouldn’t WE just tell them what to do?

In my opinion, no. Part of the job description of a professional real estate agent is to help our clients understand their options and respectfully guide them to the right decision for THEM. NOT the “right” decision for us and our paycheck, but to truly be looking out for their best interests, even if that means a delay in our own payday (hey, I didn’t make the rules, but that’s how it works in our business).

Anyway, at the end of the show, we polled the audience for their favorite tip or tips of the day and here’s what they told us:

Favorit-est Tip #1 (by far): When talking with clients, always use “we,” “our,” “us” and “let’s.” This put you on the same side as your client, both in your mind and in theirs. Try it, it’s incredibly powerful.

Favorit-test Tip #2: Give your client a back door. Always give your client an “out” when discussing their options. The bigger the “out” the better. Reassure them that they can say no, walk away or do nothing. The less pressure a client feels from you, the more open they will be to suggestions and the less likely they are to actually use the back door!

Favorit-est Tip #3: Don’t try to “bust” a buyer’s objections. If a buyer is complaining about features of a home, it’s actually a sign they are interested in it. Don’t argue with them about their objections; in fact, agree with them! “Yes, the closets are a little small, aren’t they?” Your buyers aren’t stupid – they know no home is perfect and need to work through their objections without being argued with.

Other tips from the show:

  • Use reverse psychology so clients don’t feel pressured or coerced by you
  • Offer alternatives to a price reduction (e.g. staging, cleaning or making improvements to the home)
  • Offer to “try that price for two weekends” when a seller wants to price higher than your recommendation
  • Be mad with your client when the other side annoys them – help them blow off steam