Getting to NO!

We've all had those clients who seem like they were direct descendants of Count Dracula--the ones who seem to enjoy sucking up our time and draining our energy.  Those buyers who call at 4pm and insist on seeing a single house as soon as possible once the sun goes down, and then demand we write a low ball offer since the house isn't ideal, yet they expect the seller to jump to accept it since it hasn't yet sold. Or the sellers who reject a solid offer while insisting on weekly open houses and daily updates, and who bombard us with the latest marketing wrinkles they overhear from cocktail party real estate experts.  

Or, the worst true story I’ve heard so far, a buyer who makes you show them 135 houses and manages in the process to lose out on five—FIVE—offers because they don’t know when to stop negotiating, and who even claims a seller is using unfair business practices when they ask for a best and final offer!  Ouch!

With these vampire clients, we may scratch inadvertently at the fang marks in our neck as we replay in our mind the latest waste of our time, and all too often find ourselves complaining to our compatriots at the office, to our spouse, our kids, and even the dog if we can find time to walk old Fido!  And yet, many times with these clients, we know deep down inside they'll vanish if they get caught in the sunlight, and may buy a FSBO or an open house and not even bother to let us know till after the closing.

So how do we protect ourselves, our business, and our families while watching our frustration rise and our energy level drain?

First of all, while we always want our clients to feel they're getting our attention as if they were our only clients, we really don't want them to think that they are our only BUSINESS, with the potential loss of respect that might bring.   So when the phone rings or the email dings and Dracula is chasing us, a first step is simply not to answer it!  Then call or email them back at your convenience and tell them "No, sorry, I'm not available then but I can meet on...!"  Managing your time effectively will demonstrate a high level of professionalism to all your clients and hopefully train them to respect your valuable time--and you.

But if that vampire can't be tamed, it may be in our best interest to simply find an oak stake (this is a metaphor only!) and end the relationship by telling him "NO" and letting Dracula move on.  Hopefully we can refer the client and enjoy a nice fee and a thank you.  But even if we just say farewell, most of the time we will feel energized and more able to focus on those tasks and relationships that we know from experience will pay off in the long run.

So remember, saying NO at the right time may salvage a relationship and your sanity, or, if not, at least free you from going steady with Dracula and neglecting Fido.  Your coach is there to help you decide if and when that "NO" may be the best gift you can give yourself, your business, and your family!

David M. Hassler

Director of Coaching