How Realtors Can Take Advantage of Your Client’s Weak Emotional State

Because Nothing Says ‘Professional’ Like Exploiting Feelings (Just Kidding… Sort Of)

Yes, of course the headline is clickbait, but we do need to discuss your client’s weak emotional state and how you can take advantage of it, wait, I mean how you can work with it.

Come on, you know as well as anybody that buying a home is a freaking emotional experience for most people, and that’s putting it mildly. So when you meet a home buyer or seller they’re already an emotional basket case.

Whether they’re excited, worried, confused, nervous, whether they’re ready to get the ball rolling, prepping, or just starting to kick the tires, their emotions are all over the place.

And you can take advantage of that…come on, I’m just kidding, taking advantage of people is wrong — but that was funny, right???

Remember, this might be old-hat for you because you’ve been through this process a million times, but for your clients, it’s about dreams, fears, and everything in between. So ya, it’s kinda big deal. Which, ya, you probably already know, but it’s worth reminding you anyway.

No matter how you look at it or what stage of the home buying or selling process people are in, it’s emotional, in one form or another. And they’re looking for someone that they can connect with, that they can trust, that can help guide them through this emotional rollercoaster.

They need emotional guidance, like most women. Wait, what? Who said that? Women are emotionally strong pillars of our society, right? Just ask them what a woman is.

Anyway, can you be an emotional support for your clients? Is that you? Can you connect with them?

No one is saying it’s right or wrong, but to answer the question of, do realtors actually earn their commissions, this is it. This is where a good realtor shines and earns his or her worth. And now is a good time to mention that through all this “patience” will be the realtor’s superpower.

Let’s face it, people don’t just want an agent; they want a freakin’ superhero. Someone who can read their minds, calm their fears, and make their wildest home dreams come true. Can you be that person? Can you?

If you’re nodding your head, great. If you’re not, well, you might as well pack up your briefcase and go sell vacuum cleaners door-to-door.

Remember, in this game, EQ trumps IQ. You need to be part realtor, part mind reader, and part emotional support animal. Yes, you heard that right. Sometimes, you’ll need to be the human equivalent of a comfort blanket.

Kinda like when realtors come to me and ask for marketing help, their emotions are all over the place and usually, they’re actually a bit angry that they even have to deal with and do marketing at all.

So see, you go through your emotional rollercoaster too. We all have our moments. And do I have patience with you realtors? Fu** no, but I act like I do and hold your hands through the crap that you don’t understand but should.

So, it’s kinda like that for you and your clients. See how the door swings both ways? So ya, have patience with your clients, then call me and pay the high prices I charge to do the stuff you can’t, to keep your name out there so you can keep those new listings coming in.

Remember, your clients are going to ask stupid questions, silly questions, and they’re going to ask the same questions over and over again. They’re going to flip-flop on what they THINK they want, and ask you to run them all over town looking at properties you know are not a good fit for them, but…you gotta do it.

One realtor friend of mine said he just started putting up boundaries because people will call at all hours and ask to go see a property now, or in 30 minutes, and it was just getting impossible. And on that note, you should also have boundaries. And yes, they’ll still respect you. And yes, most will deal with and work around your boundaries. You can’t say yes to everything unless it’s to my marketing services. Then yes is okay. Just an FYI.

So, how do you do it? Simple. You listen. Really listen. Not that fake nodding while you’re thinking about your dinner plans kind of listening. I’m talking about hanging on every word like it’s the secret to eternal youth. And for many of you realtors, you know just how important that is after 40 years in the business.

Ask questions. Lots of ’em. Get to know your clients like they’re your long-lost siblings or a plastic surgeon offering discounts. What keeps them up at night? What makes them giddy with excitement? What’s their idea of a dream home or a nightmare neighbor?

And for the love of all that is holy, show some genuine empathy. If they’re stressed, be their calm in the storm. If they’re over the moon, be their biggest cheerleader. Match their energy, match their vibe, be the chameleon of connection.

Do I get upset at you when you say you don’t understand social media or you ask “What’s the point in content marketing?” No, I calmly explain it and force-feed you to do what’s best for your real estate business…and I do it with patience. Calm, calm, calm, holm, holm, holm. Phew!

Okay, I can move on now…

And here’s the thing — don’t fake it. People can smell insincerity from a mile away and you know that because you can smell it too. If you can’t genuinely connect, if you can’t ride the emotional rollercoaster with your clients, then maybe it’s time to reconsider your career choice.

Because at the end of the day, being a successful real estate agent isn’t just about closing deals. It’s about building relationships and taking advantage of the emotionally weak handicapped people who depend on you. Wait, what? That’s not what I meant.

Of course I’m kidding. What kind of emotionally devoid creature from the abyss do you think I am anyway? Yes, you need to create trust, and yes, connect on that deep, gooey, emotional level. Duh!

Now, are you ready to dive into the emotion-fest? Are you prepared to be the emotional sherpa your clients need? If yes, then buckle up, buttercup. You’re in for one hell of a ride. If not, well, I hear those vacuum cleaner companies are always hiring.

So if you too need help, emotionally, practically, or otherwise, to start doing the right kind of marketing to get ahead or stay ahead of the massive competition you’re facing, then pull out that debit card and reach out to me as soon as possible at CrossCopywriting.com/Contact.

And click HERE to read on Medium.