I’ve had several different scenarios that make me ponder this question, so in turn I ask you, “What communication practices do you expect in a Real Estate Agent?”
Most people that are trying to sell their home want to sell it for the most amount of money, in the least amount of time and with the least amount of hassle. Circumstances can no doubt come up that might hinder that process; wouldn’t you agree? Being completely honest and truthful can become a challenge during the sales process. Because of this uncertainty many sales professionals get trapped into making promises they cannot keep. Sometimes in communication a thought or idea is cleverly stated so the seller hears it as more of a promise. A statement is made in such a way that sells an idea with a “backdoor” as an out. Here are a few examples. “If I could sell your house in 30 days, would that pose a problem for you?” or “If I could net you what you need to net, would that pose a problem for you?” Technically speaking the communicator of both questions has not made any promises because the questions were couched with the word “if”. These statements work to close the sale. However, I’m not sure what the sellers actually hear. I believe there is more potential to hear a promise. “I can sell your house in 30 days.” “I can net you what you need to net.”
Put in a different context, if you were courting someone and made the following statement: If I could love you unconditionally, make $100,000 a year, provide security for you, and give you a family, would you marry me? She says yes, we get married and I’m off the hook because I never said I would; I just said “if I could”. I closed the deal by making her think I promised things I can’t possibly promise. Why? Because circumstances that are out of my control can and will make a liar out of me. What if I got laid off from my job, lost our home and in the end couldn’t give her a family? Sometimes these things happen due to circumstances out of our control.
Now am I saying that the above statements never happen and can’t happen? NO. Can I sell your home in 30 days? Possibly. Have I done it before? YES. Can I net you what you need to net? Possibly. Have I done it before? Yes. Will I make those promises with a way out if I can’t? No. I will honestly communicate with you every step of the way, and I will always do my best to sell your home in the least amount of time while giving you the most amount of money and the least amount of hassle. These are not promises, but what I strive to do for all of my clients. Am I always successful? No, but I will always be honest with why.
I believe we should strive to communicate in a gracious and truthful way, especially in the sales environment. I think the more we do this the deeper level of trust and a stronger rapport between Agent and Seller (or Buyer). No matter what way a transaction goes because there has been honesty every step of the way, it fosters a win/win situation for all involved. Wouldn’t you agree? For more information on how to buy or sell your home please visit GreatNWHomes.com.