Oh oh oh oh ohhhhhhh….you’ve got me feeling emotions!
Now that you’ve got a Mariah earworm, let’s talk about emotions during a real estate transaction.
We all know that home buying and selling is fraught with the opportunity for excess emotions. But while our clients may get into that headspace, as agents we shouldn’t.
Sellers that are deeply attached to the home they are leaving may be unreasonable when it comes to pricing or negotiating or being presented with a repair list that’s full of things they have just accepted over the years about their home.
As professionals, it’s our job to take the emotion out of these scenarios and keep them focused on the outcome. After all, there’s a reason they have opted to sell, and getting them to the finish line is what you get paid for. Hit them with data for pricing, take them to see some of their competition, and don’t forget to remind them that offers and repair requests are never personal.
It’s tough out there for buyers in affordable price ranges, and they are likely to get frustrated making multiple offers and perhaps losing out on house after house.
A good buyer agent is going to educate and counsel them on the realities of the market and what it will take to write a winning offer. It can be a tough conversation to have when you’re recommending writing an offer that’s more than list price, so be prepared with the stats on how many entry-level homes are being sold above the list price. You don’t ever want them to get mad thinking you’re just trying to make more money.
Agent emotions during real estate transactions
When you allow your emotions to cloud your communications with other agents, you are not only presenting yourself in a poor manner, you’re also potentially putting your client at risk.
There’s not a single one of us that doesn’t remember the name of the agent who was rude, mean, a bully, dismissive, uncommunicative and a long list of other shortcomings that are clear indicators their mama didn’t raise them right.
And what happens when you see their name on an offer? I bet it gives you pause and makes you light a candle to the real estate goddess that another offer comes in before you have to respond. I bet it makes you pick up the phone and start calling every agent that has shown your listing. I bet if there are multiple offers and it’s not the clear winner that you may nudge your seller away from a raised-by-wolves agent and towards someone who is…not that.
Newer agents don’t always understand the value in connecting with their peers but ask any seasoned REALTOR and they will tell you that building good relationships with co-op agents will go a long way to making your business easier. That starts with basic manners and a heaping dose of professionalism.