I Want the Client for Life!

I'm not the kind of agent who will do anything to close a transaction if it's not in my client's best interest. I want the client (and his/her referrals) for life, not just for this one deal.

Many of my clients say that what they like about me is I'm "not a typical pushy real estate agent." Thanks, but (gulp!) what does that say about our image with the public?

I could probably "work smarter" and muscle people into making decisions, but it's just not my way. I may not get rich quick in this business, but I will always know that I was looking out for my clients. I care about their best interests in the long run, and also their confidence in their decisions in the short run.

Sometimes buyers get cold feet during a negotiation. One way to find out what waffling buyers really want is to "take away" the house from them. I'll say something like, "Well, if you don't want the house anymore, we'll just . . . " They seem to expect to be pushed into a purchase they are uncertain about, and when I let them know that it's okay if they change their mind, I often find out that they are committed to the transaction.

They still want the house, but they're disappointed or annoyed over a bump in the road or what they view as the seller's unreasonable position. They want to vent. They want to know what their options are. They don't want to be pushed. They want to know that their agent sees things from their perspective. They want to know that I am on their side.

Of course, I remind them about why they loved the house they are buying. I explain the issues, whether they are typical or unusual, and what their options are. I always try to be a calming influence, and I discourage doing anything in haste. It takes a lot of patience, but I never feel that my clients will regret buying the house they live in.

I've had buyers withdraw an offer, but more buyers have recognized their own commitment to the deal. As their agent, I can't be committed to the deal above all. . . my commitment is to my clients.

As I said, I want the client (and his/her referrals) for life, not just for this one deal!