The job of a real estate agent is both rewarding and fulfilling. Every day, you get the privilege of meeting and interacting with real estate clients who come to you with a lot of hopes, aspirations, and goals. You become their trusted guide, helping them through the momentous journey of buying, selling, or investing in a property.
Most real estate clients are a pleasure to work with and the process goes about smoothly. However, once in a while, agents of a real estate brokerage come across a difficult client that adds stress to the agent’s workload, wastes time and damages the professional’s reputation.
Today, we’ll be discussing in-depth about these difficult real estate clients - which clients fall into the “difficult” category and how real estate agents can deal with and work with them. By learning how to provide exceptional service to all real estate clients, even the most difficult ones, you can build a reputation for professionalism and patience.
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Different Personalities of Difficult Real Estate Clients
Here are the most common types of difficult clients a real estate agent encounters -
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The Know-It-All - This real estate client thinks they’re an expert on the housing market and may question your every move. They may constantly interrupt your insights or disregard your advice, leading to missed opportunities or a messy negotiation.
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The Over-Analyzer - Agents of a real estate brokerage in Mississauga sometimes come across clients who overthink everything. They’ll want 24/7 updates, question every tiny detail, and may get hung up on irrelevant aspects of the property or the process.
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The Reality TV Junkie - These real estate clients have unrealistic expectations based on what they have seen on reality shows. They may expect the home-buying or selling process to be just as glamorous and fast-paced as in the shows - prioritising grand features over practical amenities or thinking the property will be sold for top dollar in a short time.
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The Non-Listener - This real estate client tunes out your advice and instructions. They may show up late to appointments, miss deadlines, or keep changing their mind without informing you.
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The Rude Client - This real estate client is all about disrespect. They may be verbally abusive, make unreasonable demands, or treat you and other professionals from your real estate brokerage poorly.
Best Ways to Deal With Difficult Real Estate Clients
No real estate agent wants to waste their time and effort on a difficult client. Just like how real estate clients try their best to hire the most professional real estate expert, an agent also puts their effort into getting clients that are communicative, decisive, and respectful.
However, sometimes, you may get a challenging real estate client on your hands. Maybe they’re impatient, indecisive, or prone to micromanaging. But as a real estate agent, it’s your job to try your best to provide the client an excellent service and hopefully reach a successful closing.
Here are some strategies for real estate agents to effectively deal with difficult clients -
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Maintain Professionalism
No matter how challenging the behaviour of the real estate client is, you must maintain a professional demeanour. By staying calm, respectful, and solution-oriented, you can encourage the client to follow suit. Don’t take the negative comments of the real estate client personally and remain calm and composed throughout.
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Active Listening
Do you know why certain people try to cause challenges and hurdles in a process? It’s mostly because they’re frustrated with something or they feel that they are being misunderstood.
So, agents of a real estate brokerage in Mississauga must always listen carefully to the concerns and questions of all clients, especially the difficult ones. Once the agent understands the root cause, they can address the client’s concerns effectively, making the client feel they are heard and valued.
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Set Clear Expectations
Misunderstandings can lead to frustration in most things in life, especially while buying, selling, or investing in a home. So, from the beginning of the process, an agent must clearly explain the buying or selling process, timelines, and what the client can expect from them. They must also provide regular updates to prevent anxiety and keep the client informed about the progress of the transaction.
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Be Responsive
Prompt responses to calls, emails, or texts can prevent a real estate client from becoming upset due to feeling ignored or undervalued. If you know there may be a delay from your side, inform the client ahead of time, explaining the reason.
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Use Positive Language
Whenever discussing issues, the agents of a real estate brokerage must focus on what can be done rather than what can’t. You must frame all your responses to clients in a positive and constructive manner.
For instance, let’s suppose a homebuying client says after a property showing, “This area has a lot of traffic. I’m worried about noise.” Then, you can say, “You have got a good eye for detail! No doubt there is traffic but this neighbourhood is known for its excellent access to major highways. Perhaps we can focus on finding a quieter street within the area that still offers that convenience?”
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Document Everything
Make sure you keep a written record of all the communication that’s exchanged between you and the real estate client. This can prevent misunderstandings and provide a reference to clarify previously discussed points.
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Seek Feedback
Sometimes, directly asking the client how you can improve the experience can lead to constructive solutions and make the client feel more involved and valued.
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Know When to Let Go
Breaking up with a real estate client may not seem like the best option, but sometimes it becomes the last resort. If the client is constantly rude, insists on his/her unrealistic demands, or keeps on changing their mind every other day, it’s wise for you to end the relationship with the client. Before cutting off ties with a client, consult with the seniors from your real estate brokerage in Mississauga.
Read More:
- Expert Renovation Advice for Home Sellers: Important Dos and Don’ts Before Listing Your Property
- Top 10 Things to Consider When Buying a House in Ontario as a New Immigrant
Turn Challenges into Wins
The road to a successful real estate transaction isn’t always going to be smooth. Every now and then, you’ll come across real estate clients with different personalities, expectations, and anxieties. But by actively listening, communicating clearly, and managing expectations, you can navigate even the trickiest situations with clients.
So, don’t let difficult real estate clients get you down. Look at them as opportunities to showcase your expertise, problem-solving skills, and unwavering dedication to your clients’ needs. After all, a satisfied client is your and your real estate brokerage’s biggest cheerleader and a source of valuable referrals.