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People laugh ruefully when I say that patience is an extreme sport. However, patience is the #1 quality a real estate agent needs to develop. But it’s easy to focus on the quantifiable goals; How many sales do I need to hit my income goal? Where do I find buyers and sellers? How do I turn prospects into clients? Obviously, goals, numbers, data and tracking are important. It’s one side of the coin, the other side are the soft skills: Listening, relaxed eye contact, body language, tone of voice, heightening awareness of people’s moods and energies. Therefore, real connection starts by tuning into the soft skills.
More Patience? How?
My clients bought a new home before selling their current home. With a five-month-old, a teenager, two adults and three dogs they busted out of their smaller home. Soon we found a home they liked and wrote a good offer, then lost in multiples. On to the next home, our offer was accepted. My clients cancelled during the inspection period over a potential long-term problem and TMI. We hope third time is a charm. An out-of-budget home we watched had a price drop, so we wrote an offer quickly and it was accepted!
Short of Patience.
Working full-time, a baby who isn’t sleeping through the night, and you’re packing up, moving and paying two mortgages: patience is stretched thin. Then add a hormonal new mom, and exhausted dad! Patience is in short supply. Stay calm & carry on, yeah right!
Therefore, after five years with kids and dogs my clients house looked loved hard. HGTV is hard on us. We expect houses to look like a Chip & Joanna Gaines remodel https://magnolia.com Home sellers have choices; sell it As Is (clean it out and clean it up) or refresh (not remodel) the house to position it to sell for top dollar. Most sellers choose the latter especially since they can use Coldwell Banker’s Real Vitalize program https://realvitalize.com and pay for the refresh at closing out of proceeds. Refreshed houses sell for 10-20% more. Google it for the data. House prices and buyers expectations need to match for houses to sell for top dollar.
Patience: Staying Calm No Matter What.
Real estate sales are big money and big emotions. My job is to stay calm, no matter what is happening, it isn’t personal. De-escalate and find solutions. There are always variables in every real estate transaction and successful agents help their clients be patient and pivot. Patience is an extreme sport – how do you stay patient?
