I have long practiced what I call “transparent real estate”.
I reveal everything (good and bad) to my clients so they can “see through” their transaction with full disclosure and all facts on the table.
If you asked my clients, they would say that I am more of an advisor and educator than the traditional Realtor® who’s focused upon “closing the sale” or “getting the listing”.
In other words, I don’t talk anyone into doing anything!
If anything, I do the exact opposite and advise my clients to carefully consider potential drawbacks.
It’s a lot easier to work with people who are motivated and capable than it is to spend my time trying to convince (“close”) unmotivated prospects to act.
My clients hear both the positive and negative aspects of their proposed transaction from me without enduring the usual sales persuasion tactics.
If challenges arise during the course of the transaction, I share my concerns with them instead of concealing problems and pretending that everything is just fine.
It’s liberating to tell my clients the truth, educate and advise them, and then leave the decisions up to them because it removes the burden of persuasion from me.
Perhaps best of all, it allows me to face myself in the mirror without wondering if my clients will figure out the truth before closing.
The proper role of the professional real estate agent is to educate, inform, and selflessly advise their clients; not “close the deal” for their own best interests!
Allowing my clients to “own” their own decisions also relieves me of the burden of convincing them and keeping them pumped up until closing.
And, it tends to result in a very high percentage of closings vs. sales falling through.
It also allows me to work almost exclusively with referred and repeat clients!