Mastering Honest Client Communication: Timeless Techniques for Real Estate Agents

My parents tried hard to teach me never to lie.? Did yours?

When I got into real estate though, I found out that most clients and customers don’t really want the truth.?

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Well, they do.?

But they don’t LIKE the truth.

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I’m so grateful that I met Floyd, because he taught me how to get Buyers and Sellers to give me permission to be truthful, even if they already knew they wouldn’t like hearing it.

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A classic example is The Dilemma Technique used at a listing appointment.? Remember learning this?? Do you still use it?? It still works.

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It goes like this:

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1.??????? ?Trial Close. (“So if we can agree on a price, is there any reason you wouldn’t list with me?”)

2.??????? Explain why we use comparables. (“Realtors don’t set prices.? Our job is to look at the data and find homes similar to yours in size, location and amenities that are on the market now, but also those that have sold recently – since that tells us what buyers and sellers have agreed is their value.”)

3.??????? Research. (“Over the phone you told me $x so I figured I’d find similar properties in that ballpark, but I ran into a little snag.? You see, I found similar properties – but none that were as high as the price you were hoping for.”)

4.??????? Permission to explain the dilemma. (“And that brings me to my dilemma.? May I explain it to you?”)

5.??????? Explain the dilemma. (“Do I sit here and tell you what I know you want to hear, knowing you’ll list with me – but also knowing that your house won’t sell for that, so I’ll end up letting you down OR do I tell you the truth and hope that you don’t turn around and list with someone who is less than honest.”)

6.??????? Let them decide.? (“I’ll leave it in your hands.? Do you want me to lie to you or level with you?”)

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And what does every Seller say?? “Please tell us the truth!”

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Why is this so magical?

Because instead of insisting that you are going to be honest, no matter what, even if you have to jam it down their throats – you are getting THEM to ask YOU for honesty.? Floyd Wickman was just brilliant that way!

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He understood people.? He taught us so much about working with Buyers, too.? He said that Buyers aren’t liars.? Realtors just ask the right question at the wrong time.?

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He told us we shouldn’t try to “sell” the house, instead let the Buyer look at their own pace and keep our mouths shut.? “Houses sell houses,” he always said.

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He taught us to prepare them for the worst, so we keep their expectations in check.? And to use “Keep your fingers crossed” every time we speak to Buyers or Seller from start to finish, just to make sure they are prepared for things to go sideways.

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Tell me the truth:? are Wickman-trained agents the best in the business??

I think so.?

And I’m being honest!