The inspiration for this post is an email I read this morning, paraphrasing slightly:

“How to put a rosy spin on a negative market”

What?  Why would you NOT want your clients to know the straight-up truth about the market?  I don’t get it.

How are your clients supposed to make informed and intelligent decisions, based on Bogus Spin (BS)?

Let’s stop here for a minute and verify what kind of REALTOR® you are:

1. My job is to assist my clients to achieve the best possible result, depending on their unique circumstance, without regard to my own personal gain, or;
2. My job is to tell my clients whatever I need to tell them, in order to squeeze out one more commission check for myself.

If you chose “b”, why are you reading this?  Go tell your clients how rosy the market is.  Good-bye.

If you chose “a”, here’s how and why you should always be straight-up truthful with everyone, no matter what:

If your client is a...

I hate “slicksters” and so does the public. 

If you want to be regarded as a trusted advisor, you can forget all about memorizing stupid scripts to overcome objections. 

Whenever a salesperson uses a script on me, I’m completely turned off and I resolve to never buy from that person.  What about you?

It’s no wonder that so many Real Estate agents are regarded as being deceitful, dishonest, and untrustworthy. 

You’re not a sleazy telemarketer.  Are you?

You decide.

I’m not saying you should just roll over, every time you get an objection.  Just handle it with an honest and sincere response.  And realize that sometimes people have legitimate objections that don’t require a “come-back”.

If you learn to present to potential clients in a way that shows them How Real Estate Really Works, you’ll not only eliminate almost all objections, but you will completely differentiate yourself from the...