2015 Relationship Management:
Why You Should Be Considered A “Trusted Real Estate Advisor” By Your Clients
People do business with someone they like and trust. One of the best ways to develop a relationship that is based on trust is to help your clients identify the risk associated with making real estate decisions. Because most people make decisions without documenting the reasons for their decision, they tend to have strategies that are flawed. Worse yet, they will rationalize their decisions, rather than admit their belief is flawed. The problem with this approach is the desired outcome is never as good as it could be. In many cases, the decision is harmful to your client.
It’s your job as their “Trusted Real Estate Advisor” to help your clients identify the risks associated with their belief to help them avoid surprises. For example, if a seller chooses to price their listing too high, and sales occur that reduce the value of their property, the seller can end up losing money. It’s your job to deal with the “what if’s” and “Is it possible’s”, before they happen. If you don’t, and the seller focuses only on those facts that support their unrealistic price, the harm that is caused by their avoidance of the risks, can be attributed to your failure to address the risks. But, once you’ve shared the risks, the responsibility falls solely on your clients.