Tell It Like It Is
“I may not tell you what you want to hear, but I am going to tell you the truth.” As a Realtor, this is what I say to clients. I have to say it. I’m obligated. First of all, ethically, I need to. Secondly, I just couldn’t run my business any other way. So why do so many people get lied to during a real estate transaction? Why don’t people just tell it like it is?
I think there are several reasons. Some people just want to be liked. Others don’t like confrontation. Still others want to get the business no matter what. I don’t understand any of those. I am hired for my experience, for my market knowledge, marketing, and my negotiation skills. If I don’t tell a client the truth just to get the business, to be liked, or to not have a confrontation, what does that do? A lot, actually. It says a lot about my character. It says that I am not strong enough to take the heat of telling someone something they may not like. It says that when it comes to negotiating and fighting for that client, I won’t do a very good job if I just say what people want to hear.
The most common time that people don’t like what I have to say is when it comes to the value of their property. We all think our house is the BEST, right? Of course. And, it may well be. However, just because you spent $75,000 putting in extra insulation and imported tile from Italy, doesn’t mean your house is worth that much more. And, I’m the one that gets to tell you the harsh reality. I like it best, when, on the rare occasion, I get to tell a homeowner that their house is actually worth a lot more than they thought because values have risen more than they realized.
I have kept people from selling. I have kept people from buying. I have also lost business because I told people the truth. I would do it all again. At the end of the day, do you want someone who will agree with you and have your house sit on the market? Or you don’t win a competitive offer situation because that agent didn’t tell you that you needed to be able to offer more than list price if you really wanted that house? Some people won’t like it, and that’s OK.
If you want to sell, or you want to buy, find yourself a Realtor who will tell it like it is. Don’t go for the “yes” man or woman. A good one can get things done and tell it like it is without being rude or harsh. That also makes for a good negotiator. Someone who knows the truth and won’t back down just because it isn’t popular. Go find that person, hire them, and refer them to all your friends and family. They may not tell you what you want to hear but you will thank them for it in the end.
Michelle Froedge is a residential Realtor and Principal Broker in the Greater Nashville and Williamson County areas of Tennessee. “Mom” to four-legged fur babies, Tyler and Livvie, Auntie to Zelamie, she is a vegetarian and sings in her spare time. Michelle has lived in Nashville and Franklin since 1997 and has been selling homes since 2004.