Buying or selling a house is an exciting, intimidating project, and most clients will respect your expertise and follow your advice. However, like any people-oriented business, real estate agents will run across their share of difficult clients. Some of them might be demanding, while others might have trouble managing the stress of making important decisions. Whatever the cause, the success of your real estate career will depend on knowing how to work with difficult clients.

How to Work With Difficult Real Estate Clients

1. Screen Your Clients Carefully

Knowing how to work with difficult clients is a valuable skill, but avoiding them in the first place can save you time and money. Your instinct might be to take on every client who comes through your doors, but difficult homebuyers can be extremely time-consuming. Do they show up on time for the initial appointment? Are they polite, and are their expectations reasonable? Passing on clients who may be impossible to please will leave more time for building your business and attracting more reasonable clients.

2. Spend Time Educating Your Clients

Some clients have unreasonable expectations because they’ve never been through the process before, or they’ve gotten poor information from family members or blogs. Take the time at your initial meeting to explain how the industry works, what local market conditions are like, and what results they can expect. For instance, your client might be expecting to sell their home and close in one week, but they might temper their expectations after a description of all the steps that need to be taken.

3. Be Firm

If clients are being indecisive, constantly changing their minds, or second-guessing your methods, don’t be afraid to remind them that you’re an experienced professional who understands the industry. Stand by your processes, the decisions you’ve made, and the success you’ve established in your real estate career. If, in the end, they refuse to trust your expertise, it may be in your best interests to sever the relationship and move on to another client.

If you’re tired of dealing with difficult clients and you’re looking to jump-start your real estate career, EXIT Realty Upper Midwest is dedicated to ensuring every broker, agent, or franchise owner is equipped for success. Their industry-leading training and innovative compensation package have made them the fastest-growing real estate company in the region, with offices in Illinois, Wisconsin, Minnesota, Iowa, and the Dakotas. Visit their website to learn more about their unique approach to real estate, follow their Facebook for updates and advice, or call (651) 505-3570 to take the next step in your real estate career today.