Most real estate agents who fail have one thing in common: 

They don’t control their emotions. 

This is a common occurrence in real estate transactions. Agents are human. And too often, they start off with bad advice or with the idea that showing emotion means they’re passionate and committed to their clients’ best interests. 

It’s easy to get so invested in making the deal happen that you let your emotions take the wheel. 

But, that’s exactly what you don’t want to do because your emotions offer absolutely no value to getting the deal done. 

You represent your client

As an agent, you represent your client – not your brand, not your passion, and certainly not your own financial interests. You are there to represent your client because it’s their money, their house, their mortgage, and their purchase – not yours. 

The more you let your emotions dictate your words and actions, the more likely a deal will go off the rails. 

Meanwhile, your client is dealing with one of the three most stressful events in their life (death, divorce, and moving). If they’re making a real estate transaction, they’re about to move. This is a hard, stressful, and emotional time for them. 

Do not add to their emotions, do not add to their stress, and do not fake it ‘til you make it. 

Do NOt fake it until you make it.

If you don’t know the answer to a question that comes up in a negotiation, immediately respond with confidence, “That’s a great question! I know exactly where to find the answer for you. I’ll be right back.” 

Never fake it or B.S. your way through an answer.

Use language that encourages your client to ask the questions they have and rewards them for asking: 

  • “That’s a great question!”
  • “I love that question!”
  • “I love that you’re thinking about that!” 

You don’t have to know the answer right away. You do need to know where you can get the answer for them.

“I know exactly where to find the answer for you. I’ll be right back.” 

That’s what a professional does. They go get the information their client asks for, and bring it back to them. They don’t brush off their client’s questions or mutter awkward and unhelpful answers.

Don’t do this alone. 

This is why it’s so important to have a great team behind you – a great brokerage or a great resource you can bounce ideas off of. 

Nobody in this business gets anywhere great by doing it alone. Have someone you can call and get the information you need in a timely manner, so you can be there for your client and add the value necessary to the negotiation.