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 real estate transaction with full disclosure and all facts on the table.
If you ask my clients, they’ll tell you that I’m their trusted advisor vs. someone who’s focused upon “closing the sale” or “getting the listing”.
In other words, I don’t talk anyone into doing anything.
Over many years, I’ve learned that it’s a lot easier to work with people who are motivated and capable than it is to convince (“close”) unmotivated prospects to act.
My clients hear both the positive and negative aspects of their proposed transaction 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 yesterday’s client will figure out the truth before closing.
Allowing my clients to “own” their own decisions also relieves me of the burden of having to convince them and keep them enthused until closing.
And, it also tends to result in a very high percentage of closings vs. sales falling through.
It has been years since I’ve had a sale fall through due to a client changing their mind!