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 transaction with full disclosure and all facts on the table.
If you ask my clients, they will all tell you that I’m their trusted advisor; not someone who’s focused upon “closing the sale” or “getting the listing”.
I don’t persuade my clients to do what’s best for me; I advise them so they can make their own informed decisions.
Allowing my clients to “own” their own decisions also relieves me of the burden of having to convince them and keep them excited until closing.
My clients hear the truth about all 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 my clients instead of concealing them and hoping everything works out.
It’s a lot easier to work with clients who are motivated and capable than it is to spend my time trying to convince (“close”) unmotivated prospects to act.
And, it tends to result in a very high percentage of closings vs. sales falling through.
It’s a very rare event for me to have a listing that doesn’t sell or a transaction that falls through.