Moving is essentially a process of change, whether it is from the perspective of a buyer or from that of a seller. As a real estate agent, it is part of your responsibility to help your client deal with this change. First time buyers and sellers sometimes have the hardest time dealing with the effects that come along with moving. Since you, as a real estate agent, have been a part of this process several times, you can help your client deal with the emotions that come with the territory.
Fear is perhaps the biggest emotion that your clients will experience regardless of whether you are a buyer’s or seller’s real estate agent. You might notice your sellers using the phrase “thinking about selling” as a way to ease themselves into the idea of selling their home. They also use this phrase as a way out in case they change their minds. As a real estate agent, you can help ease some of these fears by talking your client through the pros and cons of selling their home. Enable them to see all that they will gain by selling their home rather than what they are losing.
Your clients will also feel as if they are helpless over the situation. This is especially evident, from a real estate agent’s perspective, with clients that are buying or selling because of death and divorce. When your clients feel powerless, help him or her verbalize their ideal real estate solution. You might write this down for future reference, or simply remember it. As the two of you move through the process, call this vision to your client’s attention when he or she seems to be going astray.
Home buyers and sellers sometimes manifest their feelings about moving in reluctance to end their current living situation. Buyers might hesitate to turn in their move out notices. Sellers put off finding a new place to live. Understand that, from your client’s point of view, terminating their current living situation makes the change process even more real to them. Respect that your clients will have these feelings, but be there to coach them through as their real estate agent.
Buyer’s remorse is another situation that you might encounter as a real estate agent. This is a normal process that many buyers go through, especially if they have just purchased their first home. Keep in mind that your role as a real estate agent is not over once the deal has been closed. You should keep in contact with your client even after he has moved into his new home to help with the adjusting process. The best way to combat buyer’s remorse is to let your client’s know upfront that they may experience these feelings. That way when the feelings come the buyers will be more prepared for them.
Your role as a real estate agent extends beyond simply finding houses for buyers and finding buyers for sellers. To create the kind of long lasting relationships that lead to future business, you must assist your clients through the change process associated with their real estate needs.
