Sound Off: How can you reign in a buyer or seller who has unrealistic expectations?
A: Buying and selling property is a team effort between agent and client. The most successful teams have a foundation of mutual confidence, trust and honesty.
In the first meeting, I ask probing questions to get a sense of my clients’ motivation and flexibility. I listen and look for qualities of enthusiasm, clear thinking and financial qualification. I give feedback on whether the stated goals are attainable. If the goals are not realistic and inflexible, then the relationship will not work.
Education is a big part of my job and it is fun to have clients who are open to learning about the market and the competitive landscape. For buyers, that includes understanding the trade-offs between various neighborhoods, property types and styles. For sellers, it involves a critical awareness of everything that buyers can purchase besides their own property.
I focus on working with realistic clients who value my advice and follow my counsel.