Getting clients through a real estate transaction can be one heck of an emotional roller-coaster ride. Sometimes you may want to harness the peaks and valleys of your buyers’ and sellers’ feelings to energize and re-engage them, keeping them focused on the ultimate goal of a successful closing. Other times, too much emotion can put clients in a dangerous position and cloud their judgment. Ultimately, your greatest value to your client is not only being a real estate expert but also serving as a counselor to guide them through complex emotions and decisions.
Learning how to handle your clients’ emotions is an art best learned from experience. But with a little input from practitioners who have weathered stormy deals, we’ve put together this infographic on the emotional cycle of a transaction — and how you should support your client at each stage. This isn’t meant to be a blueprint of how every deal you’re involved in will transpire. But it’s a road map for the potential emotional pitfalls that you and your clients could face on the journey together.