How to Deal With Difficult Real Estate Clients

By Erin Catron

I thrive at the intersection of real estate and relationships especially when it comes to our team.

Have you ever felt like you’re more of a therapist than a real estate agent when helping your clients? Managing demanding clients is just part of the territory. Real estate transactions can be emotional rollercoasters and high-stress scenarios, creating plenty of challenging moments. With the right mindset and approach, you can handle these situations smoothly and keep your business on the fast track. Here are what I recommend you to do:

Practice self-reflection. If you frequently encounter demanding clients, take a moment to assess your approach. Could something you’re doing be contributing to these situations? A little self-evaluation can go a long way in identifying small changes that could make a big difference.

Maintain a positive attitude. When you have to deliver uncompromising news, like an appraisal coming in below value, always approach it with solutions. For example, instead of saying, “The appraisal is low,” try framing it as “We have a few options here,” then outline those choices. This shows you’re the expert. I have seen this before, and I am ready with a plan.

Listen to understand, not just to respond. If a client’s behavior isn’t recurring, consider what might be causing their stress. Is there a specific trigger? By finding common ground and showing empathy, you can better address their concerns and build trust. Say things like, “I hear you” or “I understand where you’re coming from,” and outline a clear plan of action that aligns with their needs.

These strategies are game-changers when dealing with difficult clients. Stay reflective, keep a positive outlook, and always be ready with solutions. Your ability to go through these situations can set you apart as a Realtor. If you want more insights on handling real estate challenges, call me at (918) 396-8247.