Consult the Coach - Autumn 2016

Consult the Coach

by Stuart Kaufman, MS, MBA

Dear Coach:

I am feeling sort of down and out working with frustrated buyers who keep losing out on the homes they really like. Their frustration, disappointment, and anxiety are impacting me and I think my “less than excited” attitude is being perceived by my clients. What do you think would help me regain my enthusiasm and positive outlook?


Wanting to be Positive

Dear Wanting to be Positive:

I consulted with several colleagues to help answer your question. Here are our recommendations that I hope you find helpful:

Show your clients empathy and compassion for the difficult situation they face. When you appreciate and communicate your understanding of how your clients feel during stressful times, you will be better able to keep their feelings separate from your own. Example: 'I appreciate how difficult and dissappointing it must be for the two of you to have your offer declined. I would feel the same way if this was happening to me.'
Realize that your clients are doing the best they can, considering the circumstances. When a client is short with you, or overly demanding, being patient and fully present with them will be very helpful. Give your clients the benefit of the doubt. There may be other things going on in their life, that you are unaware of, that may be contributing to their words and actions.
Review your strategies that you use when helping clients in multiple offer situations. Are there things you could be doing differently to help your clients be more successful? Your buyers are facing a tough market, but when you are giving them the best ideas and support you can, you'll feel good about your work whether or not they win the deal.
Practice healthy boundaries by recognizing that your client's experience is not about you. Don't take their comments or behavior personally. It's not your responsibility that multiple offers are the norm. What you clients are experiencing is a natural consequence of there being many buyers and few sellers.
Finally, be sure you are taking good care of your physical and emotional health. What is the quality (and quality) of your sleep, diet, exercise, and important relationships? Is your life balanced bewteen work and home?

About the Coach:

Stuart Kaufman, MS, MBA, is a Real Estate Columnist and Business Coach who motivates, coaches, trains, and inspires real estate brokers to focus on lead generation, being accountable, and in balance. Stuart offers a Jump Start coaching session to help brokers plan, execute, and close more transactions. To contact the Coach, send an e-mail to or call 206-725-1584. © Copyright 2016, Metamorphosis Coaching. All Rights Reserved.

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