Several of my clients have said in the past, “Don’t ever mistake Cathy’s sweet demeanor for too nice.” Actually, sometimes I need to be reminded to be nice, and so I have a yellow sticky on my phone that says “BE NICE.” Because in the heat of the moment (and there are a lot of such moments in real estate) it’s good to have a reminder.
I had a transaction recently in which the agent was such a bully that staring at my yellow sticky began to fail me. I finally told her that from that point forward we would confine all our communications to texts or email. “Goodbye.”
That served three purposes: (1) I wouldn’t have to listen to her repeatedly screaming at me that her client should be able to renegotiate terms which she had already accepted; (2) she might think through her unreasonable requests a little more before verbalizing them; and (3) she’d be less likely to say things she wouldn’t want read back to her in court.
Experienced agents remember that there are four parties to a transaction who all want it to close—buyer, seller, listing agent and buyer’s agent. If everyone is civil, the odds are greater that their common goal will be achieved.
I don’t know. Maybe some newer agents lack the perspective that several decades in the business give one. But I’ve found that if you make people want to work with you, they’ll work better with you. Nice does not equate with weak.
Cathy Turney is a top-ranked broker (DRE# 01056789) with Better Homes Realty, a state-certified appraiser (#AR008672), and manages Better Homes Realty in Walnut Creek, CA. Cathy’s book, Laugh Your Way to Real Estate Sales Success, was named one of the “Best Real Estate Books of all Time” by BookAuthority, and awarded a gold Stevie by American Business Awards. Visit her website at www.CathyTurney.com.