Episode 77: Tips On Dealing With The Emotional Side Of Real Estate Agent To Agent Interaction

This podcast is dedicated to newer agents who want the fast track to success…90% of agents fail in their first year of business…Jerry and Jacobe’s goal is to guide you away from the common mistakes most agents make and help you grow your business to levels you know you're capable of and desire. Today on the show, Jerry and Jacobe bring you part 2 from another episode…what goes into the emotional side of real estate from an agent to agent perspective? Don’t miss it, tune in now.

Episode Highlights:

• When many personalities are mixed in, things can go in a lot of different directions. Jerry mentions perspective points.
• Some people have more attention to detail than others, says Jacobe.
• Jerry and Jacobe both come from a palace of assuming the responsibility to make sure everyone has all of the information they need.
• Jerry shares a story from when he was a new agent and shared that with the other agent involved. There was a lot of stress and emotion for him as well as a lack of confidence but he was thankful for the help that he provided.
• Jacobe talks about how he has transitioned to a more collaborative attitude.
• All deals have something that you’re going to have to work through. Jerry talks about the importance of keeping your emotions in check and focusing on representing the client as well as their negotiation style over yours.
• Negotiation skills are key. Jerry talks about the importance of training in that regard. He says to focus on how you can keep the conversation going?
• Jacobe says, “Know the personality of the agent that you’re working with to know how hard to push things and not.”
• What changes emotions behind negotiations?
• What about commissions versus flat fees?
• Jacobe says, “The person who wants the deal more loses, you can’t be desperate in a deal or you have already lost.”
• Jerry talks about how some agents are lost in aggression and deciding for their clients rather than keeping them informed and presenting them with the details.
• What are the 3 main negotiations that create the most emotion in a transaction?
• How do you weed out the emotion of clients with other agents?
• Jacobe shares stories of people putting on the pressure and escalating emotions.

• There can always be points of misunderstandings and problems created where they don’t exist.
• “Be someone who delivers information, not emotion”, says Jerry. Don’t make it how you feel about it either.
• What are the regulations on how clean the property has to be at the final walk through?
• Jerry shares a story when an agent escalated emotion over 97 gallons of paint left in the basement that needed to be removed per Jerry’s client.
• What about divorce situations?
• Jacobe does a lot of investment properties, off market deals, and finding distressed properties. He shares the challenges and details around negotiations. He also shares a story when a top performing agent refused to present an offer to a client who had not received any other offers.
• What about sight unseen? Low offers?
• Jerry says there may be other emotions behind the motivation of sellers that you aren't aware of.
• What about verbal? Jacobe shares his advice.
• Agents need to stop being emotional over clients changing their mind. Jacobe says, “Always get everything in writing.”
• What is the mental buy in with signing on changes and agreement? 
• Jacob talks about the importance of following up conversation in writing to recap expectations and decisions.
• You want to be the agent that others agents want to work with especially if you’re in a competitive situation. He says he has worked with a lot of agents who are fun to work with, too and it makes a huge difference.

 

3 Key Points:

1. Jerry and Jacobe agree that assuming responsibility to do more than expected and make sure everyone has all of the information that they need.
2. You have to have negotiation skills. You can’t just be a roadblock. Ego has to stay out of the picture to represent clients well. Training can be so crucial for this for good communication and preserving deals.
3. With t