Real estate agents, like most modern humans, are largely, a herd-driven species. They follow what the industry leaders put forth as “best practices”: Suggestions on what to do or how to do it.
Though natural, this dynamic actually breeds two very different sales types.
One is all smiles, exceedingly friendly and typically won’t challenge a seller or buyer’s statements, assumptions or beliefs. Kill them with kindness, get the listing, and hope for the best.
Sadly, there is an inherent human error in this role. The biggest flaw in judgment that some agents suffer from is killing someone with kindness; ultimately, this behaviour is hard to maintain, it isn’t genuine and it’s exhausting.
The agent, ultimately, will grow tired of trying to please the client and struggle to maintain the veneer of nice.
A how-to guide: Be the “kind” Realtor
The nice agent is very much a herd animal. While he or she means well, that agent doesn’t realize that being overly polite, all the time, isn’t helpful. The nice agent will list your house (or set your buying expectations) poorly, as being firm usually means being honest – and honest and nice are hard to blend.
Being nice is, well, nice, but it doesn’t work to the client’s advantage in real estate – it’s hard to maintain and in the end, it fools no one. The “kind” agent, on the other hand, has one job and one job only: to sell your home or help you find what you need. Passionate? Usually. Driven? Certainly. Always nice? As nice as they can be while being kind and telling you the truth.
A kind agent is like a surgeon with a good bedside manner: They’ll deliver your news the best way possible without sugarcoating the reality of the situation. The kind agent – as opposed to the nice agent – will tell you how they really feel and what they really think, in order for you to achieve your goal sooner.
Example: When showing homes, a “kind” agent will bring deficiencies to your attention – not remain quiet and hope you don’t notice. If the agent merely stands there and tells you how pretty the floor is and how nice the kitchen is, they are being “nice” and not an agent representing your best interests.
As a client, you don’t need an agent to confirm how pretty the floor is or how nice the kitchen is. You need and deserve a skilled professional to walk through that house and point out any problems they see and give you a fair assessment of its value. The “kind” agent will also know the market; they’ll help you focus on a subset of listings that make sense for you, not necessarily ones that are also represented by the agency you’ve hired.
Do Be Nice – But Deliver Results
This isn’t to say that real estate agents should be heartless. My personal agenda is to be polite, respectful, friendly, convivial and all the things that are key for a agent to do in building relationships, but when it comes down to the day to day reality of doing business, I say roll up the sleeves and be kind – not nice – because no one wants nice in the end. People want solutions, performance, and execution.
The number one skill of a good agent is the ability to communicate effectively and to make the client feel comfortable and appreciated. With that said, the best, “kind” real estate agents are ones who uphold the principles they live by. They work diligently for their clients, withhold nothing and give well-researched, experienced, and truthful answers to important questions. They offer a level of service that is consistent.
The real estate industry is largely about the relationships we build. Everyone we meet in our lives is a potential seller, buyer or opportunity to be “business.” Agents who don’t take the time or make necessary efforts to cultivate relationships are likely going to be out-competed by those who do. There is simply no way around it. And when those relationships are built on the principles of mutual respect and getting down to business, then agents do their job with far greater efficiency and success.
Interested in finding out how “kind” is a lot better than “nice?” Call 613.676.4463 or email me at email@example.com.