Stressed to the max
As sales professionals we have become accustom to a fire drill mentality; and, at times fail to recognize the client, is not sharing that same cranial space. For many buyers and sellers, the psychology of the home buying journey, can be overwhelming. As my teenage kids put it..."they get all in their feelin's". LOL. But, really...they do. And, it's okay. Frankly, if they weren't all twisted in this process; one that can cost them as little as 100k, or over a million...I'd kinda wonder about their cerebral balance. Right? Who drops that kinda cash, and doesn't flinch? No introduction, needed...thank you.
Now, that we are cognisant of both, the money and the mind; what can we do to help? In this tumultuous housing market, and take-no-prisoners purchase offers...how do we, the real estate agents, navigate these mind-numbing contract losses? Huh? Loss? I don't care if your last name is Trump, and you've got a cool comb-over, too...failing to secure a bid, in this home economy, is inevitable. Oh the sting to our stellar sales record! But more so; the pain and sorrow, that ties itself to the client, with each rejected offer.
As Realtors we wear many hats. Skilled agent, researcher, negotiator, financier, pseudo friend (and sometimes real) and psychologist. Dialing in the art of "mind doctor" requires observing...body language, tone of voice, mood; and, various other behaviors that can clue us in on our clients emotional needs.
Granted this does all sound a little, I don't know...creepy. I mean, we aren't Freud; but, we are freakin' fantastic agents (that can sell a house...not change a life). However, let's not underestimate our super power abilities, either. Maybe, just maybe, we can reach deep into our telepathy powers, and sense what our client's need might be. Use our x-ray vision to watch for signs of a "property pursuing breakdown." I think at the end of the day, the biggest and best strength we posses is...compassion. Perhaps empathy, as well. With a true heart, to see and feel their distress; we can begin to offer what is of most value to them in this market...encouragement.
Home is where the heart is, find it
Let's look at 5 ways that can help protect their hearts; so, they can work with a clear mind. Decisions are best made when the psyche is open, and happy.
1. Be aware. Again, body movement, speech patterns, and attitude can all be tell tale signs of stress. When you are with your client...be present. Not just there.
2. Provide options. There is nothing more discouraging than losing something; and, being fearful that you may never find it, again. One of the best cures for despair is, hope. If you can't find the exact home your client lost...you can do your damnedest to show 'em a whole lot more of the same! Sometimes the new thing, can be better than the old.
3. Let them mourn. In this business, we are professionals. We behave with class and style (let's hope)...and it is natural for people in association, to mirror one another. But, man...what if they just wanna kick something? What if they want to say "I'm so bleepin' tired of this looking!" Let's say your client wants to burst into tears; because that last one they missed out on, was the perfect house! Let 'em. I use humor often to back out of awkward situations (that's a lie; I use humor for most things..I think life is absurdly funny, the majority of the time)...but, try laughing with them. You be the first one to spew a sentence of bar room babble. You might be surprised how your humanness, helps them cope.
4. "Hey Mickey your so fine, your so fine you blow my mind! Hey, Mickey! Hey, Mickey!" Yeah, be their cheerleader. I don't care if the other 98% of your day, is dressed with your real persona, which resembles Oscar, The Grouch. Get out your pom poms and megaphone...and make it happen. Be perky...your 5 star reviews on Zillow are at stake. Do it, damn it.
5. Hug it out.
It's a love thing
Breakdowns are really just pent up frustration, unreleased...followed by hopelessness. We can't prevent the emotions our clients will face, and/or feel; but, we can remedy them with Awareness, Provision, Empathy and Encouragement.
Let's remember why we got into this crazy business...we love homes, we love independence and we love people. #spreadthelove
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