Letting Buyers Off the Hook
Sometimes, the smartest thing a good Buyer’s agent can do is let their client off the hook — and give them permission to pass on something.
That can be because the client just started their home search, and doesn’t know the market yet; a home they really like is in multiple offers, and it feels too pressured; or — at least this time of year — even because they’re waiting on their CPA to tell them what their 2016 tax liability/refund is going to be, and they’re not sure how much cash they’ll have for a down payment.
Short vs. Long Game
While making such a big financial decision is inherently stressful, veteran agents know that if it’s too stressful, Buyers have a way of backing out of deals later on, when it can be messy if not expensive.
Too, established agents don’t need the commission from any one deal to stay afloat: a transaction later this Summer (or next Fall) is just as good as one now.
In the long run, agents who don’t pressure their clients win their loyalty and — just as importantly — their referrals.
See also, “The Right House at the Wrong Time = the Wrong House“; and “The Pottery Barn Rule ” Realtor Version.”
