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Will you Still Love Me Tomorrow?

Description:

There are lot of similarities between marriage and client relationships especially in real estate as evidenced by courting, mariage, honeymoon and life! How can Realtors get through the client relationship as well as they seem to get through their marriages?

Content:

WILL YOU STILL LOVE ME TOMORROW?

MAINTAINING A PLEASANT RELATIONSHIP WITH YOUR CLIENTS IS A LOT LIKE MARRIAGE

By Stephen McNiel

Recently I found myself reading an article on the Internet about marriage. No, my 26-year marriage is not in trouble but I wanted to make sure. You can never be too confident when two strong-willed people from the opposite sexes inhabit the same home for that long a period of time. Spice that up with three adolescent boys and the struggle to keep the refrigerator stocked and things could very well get touchy. However, from what I was reading it appeared to me that we would make it through another year and I found my mind thinking about my relationship with my current real estate clients. Was there something that I could take from this? Is the real estate relationship between agents and clients a marriage of sorts and what lessons could I take from home to the office?

THE INTERVIEW – DATING

Well you make it through the hiring process and answer a bevy of the standard questions that are now listed on every real estate website on the Internet. You smile at the right time evidently and seemed totally disgusted when hearing horror stories on how your client’s previous agent had a filthy “classic” Studebaker with questionable suspension and side-vented air conditioning. In fact, the hiring process is rather enjoyable because you do really know your business; you like the process of buying and selling homes, you do have the experience to back up your answers and for once in this business their only child is actually a well-behaved cute kid! You’re in love.

THE HIRING – MARRIAGE

You hear the needs and desires of your client. You diligently prepare the contracts and make sure that everything is there in writing. You then take the time to explain each item. One thing you know for sure and want your client to realize is that buying and selling real estate offers a lot of possibilities for trouble, hurdles I call them and we want everybody to realize a problem is not the end. We will build a bridge, get over it and move forward. Your heart pounds as they reach across the table for your branded pen. During the signing your chest swells because it is evident that they believe in you. You are the one to whom they have entrusted their most prized possession. If anything arises in the transaction, you are the one that can make them feel that everything is alright. You are wed.

MARKETING THE PROPERTY – HONEYMOON

Before I get too far into this section of the discussion, this is a business analogy so if your mind is racing off somewhere else, rein it in. This is the part of the honeymoon after they have returned from the romantic hotel and are beginning their day-to-day routine. They are rearranging furniture, putting the knick-knacks in their place and making sure the yard is trimmed for the family inspection. Things are good because any minute they are sure that something good is going to happen. Doorbells ring and friends arrive to marvel at all the perfection life has offered them. Their neighbors drop in to see what they have done to the property. Why pictures of their home are even in the paper. And if there are any questions well Dad or Mom (the agent) is only a phone call away. Life couldn’t be better. You are on a roll.

MARKETING THE PROPERTY – LIFE

The days march on and the potted flowers droop. The neighbors have already seen the place and friends; well friends have their own lives you know. Instead of looking at the pictures in the paper your clients are reading articles about the changing market even though the market may not be changing or at the very least not in a negative direction. The bills aren’t being paid with the wedding gifts anymore and they can’t understand anything. Why aren’t things happening? Where is the help? You come for a visit and the door only creaks open a bit. Though things remain the same they have changed. You are struggling.You remind them that these are the hurdles that we had spoken of and assure them that we are going to get over them but there seems to be little energy for the jump. Something is wrong and the finger is pointed your way.

MARKETING THE PROPERTY – MORE LIFE

How could this happen? You have marketed the property. You have shown the property. You have re-priced the property. You have not sold the property. The dating days are long gone and the honeymoon is a fading memory. Where is the energy? Where’s the love, man? People are angry!

MARKETING THE PROPERTY – UNDERSTANDING LIFE

In his article, How to Avoid the Post-Honeymoon Slump author, Lee Wilson writes to newlyweds about the danger of allowing anger to fester. It is suggested that people should resolve such situations as soon as possible. And that is not bad advice for the real estate agent. All in all, most trouble in the experience of buying or selling a home, as it is in the family, is found in the lack of communication. We should be reminded that the daily exchange of information between agent and client is essential to defraying potential points of anger. It should be the greatest confirmation of our skills to share with our clients what we have done on a daily basis to market the client’s home for the purpose of achieving the highest price for their home. If we are working with buyers, we can certainly present the properties that we have viewed for potential purchase, or share the discussions we have had with other agents for determining appropriate inventory in the area in addition to calls that we have made to lenders regarding viable financing options. In each of these communications it is imperative that the clients understand that “we” are doing this. “We” have determined that the current price point for the home is too high and the market is telling "us” that we need to adjust it. As in marriage, communication is essential to a healthy real estate relationship and here too it is paramount that we move forward as a team not in any way dictatorial. I would encourage you to farm the healthy areas of your marriage and transfer the things that make your home life a joy into your real estate practices. On the other hand, if you treat your clients on a higher level than your spouse, your effectiveness as a real estate agent just might make you a better husband or wife. Take the good habits home with you. In the end, happiness is derived through healthy relationships that are based upon mutual respect and honest communication. It makes for successful real estate and it makes for wonderful marriages.

SELLING THE PROPERTY – ANNIVERSARY

Celebrate!

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Author: Stephen McNiel

About Author:

Stephen McNiel is a graduate of the University of North Carolina, Chapel Hill and has over 30 years executive management experience in television, advertising, corporate finance and has been a licensed Realtor since 2002. www.stephenmcniel.com stephenmcniel@earthlink.net , , , , ,

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