You Don’t Have to Fix it to Make it Right

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An agent called me last week for some advice on how to deal with a situation in her business. A Buyer client of hers was under contract on a house and they had received 2 appraisals at less than the purchase price.  She was calling me for ideas on how to ‘fix it’.

As she spoke, I could tell that she was looking for a way to make this all go away. We all want our clients to have fantastic experiences without any hiccups when buying or selling real estate.

The reality is that certain things happen which may be out of our control and that we can’t make go away. When this happens, what can you do to still create the best outcome for your clients?

The key is to stay engaged. You provide incredible value to your clients by just being there (many agents would go MIA at this point) and helping them evaluate their options.

Sit down with your client and clearly layout all of the potential actions available to them and the pros and cons of each. That alone is worth so much. When things like this happen, your client is in a very emotional state and making a well thought out decision is easier said than done.  Be the voice of reason, their advocate, and the one to clearly identify their best course of action.

Life and real estate do not occur without bumps in the road. It’s how you navigate those bumps that determines your success.

To your success!




1 Comment

  1. randall dehaan on May 29, 2012 at 5:21 pm

    Great points. There are things in Real Estate and Life that you just can’t fix. Often times events are out of our control. It is important to understand the emotional state of all involved and to be the calm, steady advocate.

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