Stuck In Unreasonable Mode?
If you have clients who won’t budge from unreasonable thinking, then you may have failed to validate their feelings. Restate how it is that you think they are feeling, and let them know you understand their point of view.
If that doesn’t work, there is another possibility — They want you to be a miracle worker. It is often useful at this time to throw the decisions back to them.
It’s in Your Hands
As a real estate professional, you’re the authority on your local housing market. That’s one of the most important values you bring to your clients. You must use your communication skills and your ability to interpret real estate data to convey current market conditions and help them make an informed, rational decision.
When you have clients or prospects that are being unreasonable, it’s your job to help them revise their expectations based on the market reality. If you’re clear about what they can expect, and you do a good job of communicating it, you will be well on your way to a business full of completely reasonable clients.
Check out Wally The Deal Wheeler and the Unreasonable Seller. PART ONE ( It's American but the principles are the same ) If you like PART ONE you can see PART TWO on page 66