Handling difficult questions
A buyer asks whether they should increase an offer. A seller wonders if it’s time to accept an offer that’s less than they hoped for. A client asks, “If you were me, what would you do?”
Most clients don’t want us to make their decisions. They want us to help them validate the decision they already feel is right. They count on us to give them our advice based on experience. They need a sounding board.
I believe the way to help your clients make the best choice for them is to ask the questions that, when they answer, draw them to a natural conclusion. What you don’t want to do is give them “your answer”.
Explore the area of concern with them. Ask them what they are thinking. What concerns they have. Make this a conversation, not an answer. The answer will eventually become obvious to your client.
Helping clients make difficult decisions isn’t about having all the answers. It’s about creating the kind of conversation that allows good decisions to emerge. That’s one of the most valuable things we do as real estate agents.
In this week’s Inside Agent, we’ll look at practical ways to guide clients through difficult decisions without making those decisions for them. We’ll explore the conversations that work, the ones that don’t, and the lessons I’ve learned after years of having these conversations with many buyers and sellers.