“I don’t care what your analysis says. I want one million dollars for my house! Then, I want you to find me a desperate seller who will sell me their perfect house for a really low price.” 

If you’ve been a real estate agent for any length of time, you’ve had clients like this.

As a long time real estate agent myself, I too have had my share of ”fake,” unrealistic clients. Carrying overpriced listings or “celebrating” the two year anniversary of showing properties to a so-called-buyer drives everybody crazy. Not only does it wear you down, but it steals precious time and energy away from your more serious clients.

In order to be successful, an agent must be skilled at getting clients to be reasonable and realistic. 

In our experience, top agents honestly ask themselves these three questions about a client before they sign a listing agreement or start looking at real estate properties for them to buy:

1. Are They Qualified?

For sellers, this means they have plenty of equity in their home. For buyers, this means they have sufficient financial resources to buy a house (verified cash and approved loan).

2. Are They Motivated? 

This means they have an actual reason for buying or selling real estate, such as: marriage, divorce, baby or new job. Without a real reason, clients rarely do what it takes to close on the sale of a home.

3. Are They Realistic?

After a little bit of education about market conditions, clients need to be willing to accept the facts of current real estate market values.

Remember, even if you love people and love houses, your job as a real estate agent is to close sales. Working with unqualified, unmotivated or unrealistic clients rarely results in anything good for you or them.

So always honestly ask yourself these three questions and you’ll keep your sanity, perform more efficiently and make more sales!