You just had the worst call of your career. The deal that you’ve been working on for months is crashing and burning. You go above and beyond for hours at a time to save the deal for your client.
You’ve provided the information they requested. Challenged their incorrect assumptions and painted the picture of the situation in the best light possible. Now you only have to wait for their decision.
It’s not due until tomorrow, so you sweat it out overnight.
You do other tasks to take it off your mind, but it is always there. Lingering in the corner of your mind until you get their response.
Then early the next day, your phone rings. And you get the answer that everyone wanted to hear.
It was a relief to get that call, and you feel great because you solved your client’s problem and spared them the agony of the situation. And so they never know how close this transaction came to canceling and all the hard work you did to save it.
This is what most agents would do in the same situation. They want to protect their clients from the painful parts of real estate so they only experience smooth sailing to the closing table.
While this is common practice, I say it is a huge mistake.
That’s because your clients will never appreciate the work that you did for them and the struggles that you went through if they never FEEL it for themselves.
It gives them the false impression that real estate is easy and that anyone can do this work. Yet nothing is further from the truth.
Don’t get me wrong.
I’m not saying that you should intentionally inflict pain or make your clients experience be an awful one.
What I am saying is that you need to let your clients know what happened, at least after the fact. Your client’s don’t expect this to be a painless process so don’t sugar coat the truth.
Let them know the problem, what you did to solve it and the final result. This is how you prove that you are worth what you charge.
There is one more thing that you need to do with this painful story, and that’s to share it with others. To demonstrate your ability to negotiate, solve problems and get to the finish line. To help others see you as the local authority for real estate.
It’s easy to mess this up, but don’t worry because I’ve got your back.
The quickest thing you can do is to read my book, Kill Cold Calls. It outlines my entire marketing system and shows you how you can use the pain in real estate to attract more prospects, gain more clients and sell more homes.
And it’s easy enough to consume in one sitting. Sounds good?
Great! Then click on the link below to get your copy on Kindle or paperback:
If you’ve got questions first, just hit reply and I’ll get back to you right away.