Every real estate professional has dealt with a difficult client at least once. In many cases a successful professional relationship between the broker and client was achieved; in some, maybe not. Every licensed broker out there is urged to set aside any initial apprehension about a potentially difficult client. Who knows, that client may turn out to be an extremely amiable one, who just need a little nudging to get them to settle down a bit. And with this, here are 8 useful tips every licensed broker must practice to achieve a successful professional relationship even with the most difficult client.
1. Be at Your Professional Best
This is true whether you are a doctor, a lawyer, a chef, or a licensed broker. Indeed, a great, professional attitude acts like a magnet—it attracts great and interesting people toward you. It also does service to the real estate profession as a whole, as a favorable review from one client travels high and fast throughout the industry.
2. Practice Due Diligence
The importance of this couldn’t be overstated, especially so when one is dealing with a real property. Verify the documents given by clients. Get certified true copies of the title, tax declaration, etc. This will save you plenty of trouble later on in the sale process.
3. Secure an Authority to Sell
An authority to sell is a document from the property owner certifying that you are authorized to sell the property on his or her behalf. In a way it is also an agreement, so you and owner may agree to include certain clauses, such as naming you as the sole authorize broker, the duration of the agreement, and so on.
4. Explain the Realistic Fair Market Value of the Property to Be Sold
This is quite tricky as every owner aspires to cash in on heftily from the sale of his or her property. It is the licensed broker’s job to educate property owners about the realistic fair market value of a property, and through it you can both create a sales strategy that’s beneficial to both parties.
5. Explain How the Said Property Will Be Marketed within a Specific Time Frame
Work out with the owner a marketing plan. This includes every goal you’re aiming at, cost, and a realistic time frame. This way you and the owner can easily retrace your steps and re-strategize should the initial efforts don’t churn out the results you’re aiming for.
6. Don’t Make Any Promises You Cannot Deliver
Real estate is like any other product—it will take time to sell it. Don’t promise the owner the moon. You’ll just find yourself in a sticky spot later on when you under-deliver.
7. Be Very Professional in Handling a Prospect Interested to Buy a Property
Not only you must foster a good professional relationship between you and the property owner, you must also do so with any prospective buyer. In addition, you must also go through the following processes when dealing with a prospective buyer:
- register his or her name and contact details;
- give the offer to buy form indicating the price and the terms and conditions of the sale;
- if the price is amenable to the seller, then the broker should prepare and facilitate the contract signing; and
- the broker must work on all documents like preparing the deed of sale contract and other important documents to be turned over to the buyer.
8. For Sellers or Property Owners, Always Deal with a Licensed Real Estate Broker
The last one applies more to property owners, but nonetheless affects the whole industry as it ensures that the process is handled with the highest possible quality. Dealing only with licensed brokers has many advantages, chief of which is that you can be sure that the selling is handled legally and professionally and that you can count on the broker’s expert advice.
One way to verify whether you are dealing with a licensed broker is to ask for his or her license number and have it verified with the Professional Regulation Commission (PRC). Another is to check with his professional organization, such as REBAP or PAREB or the local chapters/boards under any of these two umbrella organizations.
Difficult clients can always be handled for as long as the broker can explain the whole process of a sale without making any promises that cannot be delivered. Last but not the least, a broker must exude confidence and professionalism at all times in order to sell oneself to a difficult client.
It’s also fitting to mention here that the Real Estate Service Act (RESA) (or Republic Act 9646) was passed into law in 2010. Its objective is to professionalize the real estate industry to further improve and upgrade the level of professionalism to keep abreast with the booming real estate business. It also aims to level the playing field in the real estate business and to protect legitimate licensed brokers and prospective and prospective clients/buyers from unlicensed sellers.
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