JL's Columbia SC Real Estate Blog: Your Clients Are What They Eat

Your Clients Are What They Eat

       Columbia, SC Real Estate                                  

 Have you ever heard the statement that people feed off of one another when it comes to emotions? Well, guess what, it's true. And there will never be a time when that statement is more true than when people are looking to you for guidance.

 In this business it is our job to protect and guide our clients through the task of buying a home or selling their current house. So, they will feed off of the emotions that we display when we deal with them throughout the process. This is why confidence is so important and why honesty is so imperative.

 If you act like you are afraid to do your job, then you can guarantee that your clients will be afraid to let you. But if you put your head down, press forward and remain calm, then chances are your clients will follow your lead. If you're honest, even when it's hard, they will respect you.

 Columbia, SC Real Estate 

 No one wants to look at a client and tell them that their expectations are unreasonable. However, in order to protect our clients, we must sometimes protect them from their selves as well. If this means explaining that the home for sale will not bring the price they expect or that a buyer will not get that mansion on the hill in their price range, then we must be willing to dispense this advice. It's what creates respect and integrity and we must have both in order to have our client's trust.

 The times of fake it until you make it are far behind us now. So when the time comes that you don't know the answer to a question, and it will, then be willing to admit that you don't know but you will find the answer. If you feed your clients a load of crap, then you can expect to have some bad experiences with these clients when they find out what you're full of.

 So stay calm and confident when you deal with anyone in your business, and chances are they will do the same. Remember that they look to you for help, so they will certainly feed off of you in the process.


Columbia, SC Real Estate


JL Boney, III - Columbia, SC Realtor - Coldwell Banker Residential Real Estate

 I specialize in Columbia, SC real estate and the surrounding areas, including Blythewood, SC, Kershaw County, Fairfield County, and Lexington, SC. If you are in the market to buy or sell a home in Columbia, SC or any of the surrounding areas, I would love the opportunity to speak with to see how I can help. Thanks for reading and feel free to contact me if I can be of service to you.

Office- 803-788-1450     Cell- 803-730-9601     Email- James_Boney@Yahoo.com

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Comment balloon 17 commentsJL Boney, III • June 29 2009 01:13PM


Nice post JL. Lots of truth to that.

I hope you'll remember me if you learn of anyone moving to "The OC" and I will do the same!

 Best regards.

Michael Caruso, Broker ABR ABRM CRB CRS GREEN GRI

2007 President, Orange County Association of Realtors           


Posted by Michael A. Caruso (Surterre Properties) over 11 years ago

Michael- If you want well informed and patient clients, then you must be patient and inform them.

Posted by JL Boney, III, Columbia, SC Real Estate (Coldwell Banker) over 11 years ago

I've always hated that phrase of "fake it till you make it."  At what point does someone stop faking it?  And exactly what is "making it?"  I've heard from far too many consumers that they feel right now that many agents don't know what they're doing - and they're probably right considering how many agents are getting involved in transactions that they've never dealt with before - like short sales and bank owned properties.

What is amazing to me is that so many of these agents don't seem to be leaning on some of their best assets - their brokers and fellow office mates - during these contract periods.  One of the things I learned very early on in my professional career (way before real estate) was that it didn't pay to pretend you know something you don't.  My first big clients in technology were often engineers and it didn't do me any favors to pretend I knew something they didn't. What I did in many of those cases was to pull as much information from them as I could get on the how, what, why, when and such that they needed from particular products to do their design work and then I'd go out and find those items via the vendor's products my company carried. I also leaned on my seasoned co-workers to get assistance when I needed it, or reached out to our vendors to get more training so that I could be more confident in each successive transaction or conversation with a client.

That same kind of work ethic is just as useful in real estate. Ask your broker for advice, lean on a trusted and succesful colleague who's been there before.  It's imperative that we set our own ego aside and be resourceful.

I agree with your comments that clients will feed off of our insecurities.  We must be calm, patient, and truthful in our statements.  Our message isn't always welcome, but honesty is.

Posted by Reba Haas, Team Reba, CDPE (Team Reba of RE/MAX Metro Eastside www.TeamReba.com) over 11 years ago

OMG this so true. I have a deal right now with an agent that I think the seller wouldnt have problems but since the listing agent is a spasz the seller is being one too.

Posted by Heather the Realtor Orlando, Lake Mary, First Time Home Buyers, Bank Owned Homes (LemonTree Realty) over 11 years ago

JL what a great post. I was just having this discussion the other day with an agent because they were getting stressed and coming across worried and desperate. Guess how their clients felt!!!

Thank you so much for reminding us that we are there to RELIEVE emotional distress. Not cause it! :-)

Posted by Marney Kirk, Towson, Maryland Real Estate (Cummings & Co. Realtors) over 11 years ago

JL...Positive energy!  You can see it in everyday life.  At home, sports or just a freindly get together

Posted by William Feela, Realtor, Whispering Pines Realty 651-674-5999 No. (WHISPERING PINES REALTY) over 11 years ago

I think you are right on the money.  People are what they eat even if they eat you alive so watch out.


Posted by Team Honeycutt (Allen Tate) over 11 years ago

JL - I have never been a proponent of "fake it till you make it".  I think this is so unprofessional, and inappropriate.  You just need to be honest and upfront with your clients, and if you don't know the answer to a question, just let then know you will find out.

Posted by Troy Erickson AZ Realtor (602) 295-6807, Your Chandler, Ahwatukee, and East Valley Realtor (Good Company Real Estate) over 11 years ago


Outstanding post, show no fear with your customers

Good luck and success.

Lou Ludwig

Posted by Lou Ludwig, Designations Earned CRB, CRS, CIPS, GRI, SRES, TRC (Ludwig & Associates) over 11 years ago

Hi JL-What an excellent and insightful post. YOU are a smart fellow. Have a great day<SMILE>

Posted by Sharon Lee, Retired and loving life (Sharon Lee's Virtual Assistance) over 11 years ago

JL --- another outstanding post --- It is soooooo  important that if an agent does not know the answer, they must not try to fake it --- they will lose all confidence that the client had in them when the truth is discovered --- hopefully, not after the closing. Have a great week.l

Mama Liz's Signature

Posted by Liz Loadholt, Realtor--Broker-in-charge - Trainer--Relocation Director Covering SC (Liz Loadholt- AgentOwned Realty- Covering SC) over 11 years ago

Lately I have noticed more pictures being added to your posts. Nice.  As for the post itself, good advice. Someone does need to tell the clients when their requests are a little off the wall. I REALtor will tell them upfront instead of 'fake it until you make it'.

Posted by John Cannata, Texas Home Mortgage - Purchase or Refinance (214-728-0449 http://TexasLoanGuy.com) over 11 years ago

Reba- A strong work ethic will take you far in this business. A fake it till you make it attitude will screw you and your clients.

Heather- A poor agent can certainly make for poor clients.

Marney- I don't know how an agent expects the people they are working with to remain calm if they cannot do it themselves.

Bill- It can be a life saver sometimes.

Shelton- I don't know that I will be tender enough my friend.


Posted by JL Boney, III, Columbia, SC Real Estate (Coldwell Banker) over 11 years ago

Troy- Honesty can be a surprisingly good thing, even in business.

Lou- I never do.

Sharon- Thank you my friend, I do the best I can.

Liz- The truth always comes out in the wash.

John- I'm trying it out to see how I like it. A good Realtor will always say the hard part.

Posted by JL Boney, III, Columbia, SC Real Estate (Coldwell Banker) over 11 years ago

No fake out here ! just keeping up the reality of our present market. Pressing that it is a heck of a time to buy. Great post !

Posted by Claude Cross, Charlotte NC Homes For Sale (Homes By Cross, Inc. ) over 11 years ago

JL - I can't tell you how many times I have admitted I don't know.  But, clients (usually) respect you if you admit that you don't know but will do your best to give them the RIGHT answer,  not something you pulled out of thin air.   They have to trust that you are giving them your best...so go ahead and do it!  Make it your best.  If you aren't up to it, then admit that, too.  But, you must be an authority, actor and advisor.  So, get out there and do it.  Great advice.   

Posted by Suzanne McLaughlin, Sabinske & Associates, Realtor (Sabinske & Associates, Inc. (Albertville, St. Michael)) over 11 years ago

Claude- I don't like fake people and I don't like faking it.

Suzanne- I have admitted it many times myself, but I see it as the best way to take care of my clients.

Posted by JL Boney, III, Columbia, SC Real Estate (Coldwell Banker) over 11 years ago