Plenty of students who have completed an online real estate course in BC think that the hardest part of their training is behind them. Taking your tests is certainly difficult, but there are many more challenges to come – and some are rarely covered in real estate courses. Challenges like dealing with difficult clients.
As a real estate agent, you’ll be dealing with all types of people – and some are easier to work with than others. The best agents can find ways to work with everyone, even clients who could be considered difficult. But fear not, we have some tips!
Four Ways to Succeed with Difficult Clients
- Understand that buying and selling is emotional
As an experienced real estate agent, you’re going to quickly get to the point you only see transactions in terms of value and payoff – but that’s not going to be the case for your clients, especially first-time buyers or sellers. Always be responsive to their emotional concerns, rather than brushing them off. Trying to ignore their emotions won’t help you.
- Dig deeper to get to the heart of complaints
Sometimes you’ll bring a killer deal to a client, but they reject it, for no immediately apparent reason. Don’t argue with them! Instead, start asking questions. Figure out WHY they’re rejecting the deal, then start working that angle. Often, it’s over a relatively minor issue that can be solved or massaged without too much trouble.
- Pick your battles
There’s a fine line between being a (helpful) expert and being an (irritating) know-it-all. If you have a client who tends to say a lot of things that are wrong, don’t constantly correct them. Only correct them on matters which are genuinely important to making the deal happen. Let the rest slide as long as it isn’t causing real problems.
- Offer guided options
Often, the hardest clients to deal with are the take-charge “type A” people who dislike ceding control over deals to other people, even in matters they don’t understand. With these people, don’t tell them what to do – offer them options. But carefully word the options so that they’ll work out to your benefit either way.
Launch Your New Real Estate Career FAST with Quick Pass Master
Our expert faculty can help you complete your coursework and ace your realtors’ exams in record time. Contact us to learn more.
