Dear Real Estate Agents of the World,
I know that you have a tough job, sometimes clients are demanding, you work crazy hours and deal with all kinds of weird stuff. I know that you probably know more than many of the clients you work with and that most don't listen and that you may find that frustrating. So your MO may have slipped into something akin to bullying aloofness. But during "these tough times" we all have to adapt, and most clients don't find your I-know-better-than-you attitude all that appealing. I sure don't, so I have some advice that might make life a little bit better for everyone.
1) Get over yourselves. You were not the victims of the housing melt-down. Yes, you suffer with less commissions since less houses are sold. But, you were also complicit in creating the housing bubble, wether you knew it or not, you drove part of the frenzy that made people buy houses faster then they could learn how to spell escrow. So stop blaming the homeowners, who are after all the ones who pay you those commissions. They don't really want to hear it, they're actually pretty tired of hearing it. Generally the rules of the sandbox are that people are more willing to negotiate and listen to your advice if you didn't start off by throwing sand in their face to begin with. Take a step back and remember what it is you are trying to do, not what it means only to you.
2) Stop lying. I know. It's hard. You probably don't even know that you are doing it anymore because you've started to believe your own BS. But, if you don't have comparable to help decide on a price, just say so, don't pick random houses out of thin air and claim they are comparable. We're not that stupid, and if we are, we'll catch on when two months later you suddenly want to adjust the price by $20K. Just be honest from the start. It's less frustrating that way.
3) Shut up. I know. This one is hard too, you like to talk and so may clients don't want to listen to all the knowledge and experience you have. Yet somehow, you are going to share it anyways, you may feel the urge to continually remind clients that you know best, you have the experience. Suppress that urge. No one has experience in a market like this, there has never been a market like this. So just shut up, we know you don't know what you're doing and we're tired of listening to you say you do.
4) Listen. Again, not a skill you have necessarily honed over the years. But, here's a little hint. If someone is trying to sell a house, that means at one time they bought the exact same house. They are in effect the very same kind of people you want to market the house too. Trying to find out why they bought the house in the first place might give you some clues on what aspects of the house to market. If they say it's a quiet and safe neighborhood, then for crying out loud put that in the listing. Even if you think you know better, you might not, and the process would be a lot smoother if the clients felt that you were actually doing what they asked you to do to earn that 6% commission rather than just phoning it in.
5) Show a little compassion. Almost every seller is facing the same harsh, terrible reality that they are going to lose tons of money. Life-savings levels of money. Knowing that it's happening to everyone doesn't make it suck less. Maybe sitting at closings all the time where large checks are written has made you numb to numbers in the tens of thousands changing hands or vaporizing into thin air. Most people only write checks that big once or twice in their lives, so they aren't quite as numb to it as you might be. Try not to forget that you are delivering the kind of news that brings on anxiety attacks and soften the blow a little.
There you have it, 5 simple rules to a more pleasant client/realtor relationship. Let's face it, this process is going to suck, so the least you can do it try to make it suck less!
Sincerely,
A homeowner just trying to get by
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