Richie Alan  Naggar, agent & author  (people first...then business Ran Right Realty )

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Rainmaker
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Michael Jacobs
Pasadena, CA
Los Angeles Pasadena 818.516.4393

Inform first, explain, ask questions, listen, ask questions, listen some more.

I don't make decisions for them.  If I feel I have more "in the game" than  a client -- that's a not a good thing.   It really is about "them" it's not about me.   

Nov 13, 2015 12:24 AM
Rainmaker
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Elizabeth Weintraub Sacramento Realtor Top 1%
RE/MAX Gold - Sacramento, CA
Put 40 years of experience to work for you

I don't insist on getting my way. I explain the options and let the client choose. The other day a seller who was asked to extend escrow for 2 weeks began to complain about increased costs and could she recoup? Sure, there would be an additional 10 days of interest, that would amount to about $300, and a few miscellaneous items. I let her know most people would just extend without asking for compensation but if it was important to her that she ask for it, I would be happy to prepare an addendum requesting a $500 credit because her happiness and satisfaction with my service is more important and paramount than local custom. She chose to simply extend.

Nov 13, 2015 04:28 AM
Ambassador
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Karen Fiddler, Broker/Owner
Karen Parsons-Fiddler, Broker 949-510-2395 - Mission Viejo, CA
Orange County & Lake Arrowhead, CA (949)510-2395

Well, I suppose if I'm being honest, I've done it all. It's not about getting "my" way, but more keeping them from getting into their own way. 

Nov 13, 2015 02:38 AM
Rainmaker
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Ron and Alexandra Seigel
Napa Consultants - Carpinteria, CA
Luxury Real Estate Branding, Marketing & Strategy

Richie,

I love Michael Jacobs answer.  If you have to get your way, you may be working with the wrong person.  Time to say Adios!  A

Nov 13, 2015 02:03 AM
Rainmaker
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Sandy Padula and Norm Padula, JD, GRI
HomeSmart Realty West & Lend Smart Mortgage, Llc. - Carlsbad, CA
Presence, Persistence & Perseverance

I tend more to mediate and have my client arrive at the best decision on his own.  Clients are more apt to accept and embrace decisions when they believe they have made the choice on their own. Mediation at its best!

Nov 13, 2015 01:21 AM
Rainmaker
541,650
Hella M. Rothwell, Broker/Realtor®
Carmel by the Sea, CA
Rothwell Realty Inc. CA#01968433 Carmel-by-the-Sea

How about "educate"? I do not browbeat my clients; I am their advisor.

Nov 13, 2015 12:57 AM
Rainmaker
331,442
Shirley Coomer
Keller Williams Realty Sonoran Living - Phoenix, AZ
Realtor, Keller Williams Realty, Phoenix Az

I provide the  facts and answer questions.  Often I will  ask fact finding questions so I understand better their needs or hesitancy.  It is their decision, but if they are having trouble with a decision,  I need to understand why there is confusion and provide options or more resources.

Nov 13, 2015 12:57 AM
Rainmaker
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Roy Kelley
Realty Group Referrals - Gaithersburg, MD

I provide advice and supporting information. The final decisions are up to the client and may not be what I would recommend. 

Nov 13, 2015 12:27 AM
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1,312,619
Raymond E. Camp
Howard Hanna Real Estate Services - Ontario, NY
Licensed Real Estate Salesperson Greater Rochester

I would coach as to what needs to be done and inform of any consequences.

Nov 13, 2015 12:23 AM
Rainmaker
379,194
Jill Murty, Realtor - Orange County, CA
Sunset Properties, Powered by Movoto - Laguna Niguel, CA

I just explain likely outcomes based on the different pathways a client is considering taking.  

A lot of the upfront work involves discussion of what typically happens in a transaction and that no transaction is ever the same.  Each has its own unique bumps or hiccups. 

Nov 13, 2015 12:20 AM
Rainmaker
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Carol Williams
Although I'm retired, I love sharing my knowledge and learning from other real estate industry professionals. - Wenatchee, WA
Retired Agent / Broker / Property Manager

I "inform" and "advise".  Ultimately, it is their decision unless there are legal and/or moral issues involved.  

Nov 13, 2015 12:11 AM
Rainmaker
479,729
Greg Large
ERA Real Solutions - Grove City, OH
A Tradition of Trust

You left out smack down? Probing questions and sharing experience of known or likely consequences.  Asking how they arrived at the decision usually opens the door wide enough to point out any (perceived) errors of judgment.  In the end, it is THEIR decision, I just try to make sure it is a fully informed one.

Nov 13, 2015 04:00 AM
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509,169
Michele Connors
The Overton Group, LLC Pitt & Carteret County - Greenville, NC
Your Eastern North Carolina Realtor

I call myself an advisor. I provide neighborhood comps, facts, etc but also learn about the clients lifestyle-- do they run/bike or eat out alot ? I think buying a home that is in the sphere of your lifestyle works best ... 

Nov 13, 2015 02:20 AM
Rainmaker
380,772
Brenda J. Andrew
ULTIMA REAL ESTATE - Corpus Christi, TX
Professional Realtor in Corpus Christi, TX

It depends on the situation.  Informing is the best so they can make a good decision for them, but if something has to be done immediately, the I would inform and insist.

Nov 13, 2015 02:03 AM
Rainmaker
699,027
Chris and Dick Dovorany
Homes for Sale in Naples, Bonita Springs and Estero, Florida - Naples, FL
Broker/Associate at Premiere Plus Realty

Inform.

Nov 13, 2015 01:04 AM
Rainmaker
3,985,569
William Feela
WHISPERING PINES REALTY - North Branch, MN
Realtor, Whispering Pines Realty 651-674-5999 No.

coach and give all options

Nov 13, 2015 12:47 AM
Rainmaker
835,999
David Alan Baker Laveen & South Phoenix Realtor
Keller Williams Realty Phoenix - Laveen, AZ
Your local Expert

Dominate?  I find that we are consultants, we explain the options and the clients choose how to proceed.  I think any other form is really trying to be the decider, right.  If you know a client is wrong, and even after informing and explaining they still want to go it wrong, then you decide to continue or not with wanting to work with them.  

Nov 13, 2015 12:29 AM
Ambassador
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Tammy Lankford,
Lane Realty Eatonton, GA Lake Sinclair, Milledgeville, 706-485-9668 - Eatonton, GA
Broker GA Lake Sinclair/Eatonton/Milledgeville

Asking politely usually works for me. Of course followed by the why explaination.

Nov 13, 2015 12:27 AM
Rainmaker
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Annette Lawrence , Palm Harbor, FL 727-420-4041
ReMax Realtec Group - Palm Harbor, FL
Making FLORIDA Real Estate EZ

Based on personality type and information processing style, I allow  the client to discover the proper path I have prepared.

The outcome is, "My agent did nothing" but we do what we have to do.

Nov 13, 2015 12:14 AM
Rainmaker
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Lise Howe
Keller Williams Capital Properties - Washington, DC
Assoc. Broker in DC, MD, VA and attorney in DC

coach and inform. I show the other side and ask them questions so they can "self realize"

Nov 13, 2015 08:09 PM
Rainmaker
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Troy Erickson AZ Realtor (602) 295-6807
Good Company Real Estate www.ChandlerRealEstate.weebly.com - Chandler, AZ
Your Chandler, Ahwatukee, and East Valley Realtor

Richie - I inform, and do not ever try to get my way because my way does not matter. It is all about what the clients want. I am personally neither buying or selling the house.

Nov 13, 2015 03:53 PM
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Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Richie Alan Naggar I'd say - I coach to an extent that I make them realize that if they don't do, it will be a mistake. However, they are the decision makers for sure.

Now if that happens couple of times, you know, third  time they will listen to right advice.

Nov 13, 2015 03:16 PM
Rainmaker
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Endre Barath, Jr.
Berkshire Hathaway HomeServices - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

All I can do is advise based on my experience but the decision is theirs... there is an old saying you can walk a horse to the water but you can not make them drink...Endre

Nov 13, 2015 03:07 PM
Rainmaker
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Joan Cox
House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

It has nothing to do with getting MY way, but will offer suggestions if it will affect a resale down the road.

Nov 13, 2015 05:28 AM
Rainmaker
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Gabe Sanders
Real Estate of Florida specializing in Martin County Residential Homes, Condos and Land Sales - Stuart, FL
Stuart Florida Real Estate

I advise.  Though I also tell them that not listening to my advice may jeopardize their wallet as well as their transaction.

Nov 13, 2015 04:07 AM
Ambassador
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Amanda Christiansen
Christiansen Group Realty (260)704-0843 - Fort Wayne, IN
Christiansen Group Realty

I bring a knife to every showing and insist that my buyer buys or I'll slash their tires.  

I educate, explain, listen, and then decide how to be moving forward.  I have never insisted that my clients (buying or selling) do something.  Our jobs are to help them make an informed and intelligent decision.  

Nov 13, 2015 03:58 AM
Rainmaker
509,199
Dan Tabit
Keller Williams Bellevue - Sammamish, WA

Richie, 

Depending on the client I would coach, inform or pursuade.  I can't imagine dominating or insisting unless I was ready to accept the responsibility for the purchase myself.  It's not about me getting my way, but sometimes a client needs to understand we have experience they don't and can anticipate the outcome of their suggested strategy.  

When they don't listen I get to decide whether I just haven't earned their trust yet, which is reasonable or if they are just about doing things their way and they don't value my input, in which case I don't really have a client.  

Nov 13, 2015 03:53 AM
Rainmaker
167,418
Dave Werth
WERTH REALTY - Fargo, ND
FULL TIME REALTOR

Treat each client differently.  Some have A type personality, some need you to take control, some men or women are more dominant in the decision making, but the key someone else said was "ask".  Also know how to ask.  Do not aks questions with yes or no answers, get your clients to spill there guts, then advise them of there options, and let them decide.  Sometimes a longer road for some or easier for some, regardless, enjoy every moment you get when you see your paycheck!  Great inviting post! 

Nov 13, 2015 02:51 AM
Rainmaker
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Susan Haughton
Long and Foster REALTORS (703) 470-4545 - Alexandria, VA
Susan & Mindy Team...Honesty. Integrity. Results.

Listen, educate or inform, listen some more, and provide solutions and scenarios/explain outcomes so they can make their own decisions with confidence.

Nov 13, 2015 01:42 AM
Rainmaker
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Michael Setunsky
Woodbridge, VA
Your Commercial Real Estate Link to Northern VA

Richie Alan Naggar Educate so they can make an informed decision.

Nov 13, 2015 01:14 AM
Rainmaker
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Sam Shueh
(408) 425-1601 - San Jose, CA
mba, cdpe, reopro, pe

persuade. The most persuasive realtor has an edge. 

Nov 13, 2015 12:29 AM
Rainmaker
1,610,652
Lyn Sims
RE/MAX Suburban - Schaumburg, IL
Schaumburg Real Estate

We've all seen clients do themselves harm with their decisions. That was one of the hardest things to 'let go' when I started in the business. You have to coach & advise & then let it go to their judgement.

Nov 16, 2015 04:29 AM
Rainmaker
1,269,432
Gene Mundt, IL/WI Mortgage Originator - FHA/VA/Conv/Jumbo/Portfolio/Refi
NMLS #216987, IL Lic. 031.0006220, WI Licensed. APMC NMLS #175656 - New Lenox, IL
708.921.6331 - 40+ yrs experience

I provide the information they need to make a sound, informed decision.  I also give them my thoughts ... and explain what I think is the best route or decision.  I don't insist, unless what they hope to do is in direct conflict with rules and regulations .. or laws, if necessary.  

At that point, I'd remove myself from the transaction itself.  The final decision must be my clients for a variety of reasons, but most importantly because they  must live with the results and consequences ...

Gene

Nov 15, 2015 12:46 AM
Rainmaker
410,023
Katina Hargrove 352-551-0308
Stake Your Land Realty, Inc. - Eustis, FL
Broker/Owner, GRI,SFR, REALTOR®

Good morning Richie,

I simply inform, it is not I that is making the purchase, so no need to be it my way:)

Nov 14, 2015 09:18 PM
Rainmaker
1,730,003
Rob Thomas
Prestige Homes of The Tri Cities, Inc. CALL....423-341-6954 - Bristol, TN
Bristol TN-VA & Tri Cities Agent, ABR, GRI, e-Pro

I do all of these ....except for ....dominate, insist and persuade ....I think informing and coaching through the process is most important

Great question!

Nov 14, 2015 05:34 AM
Rainmaker
3,064,654
Tony and Suzanne Marriott, Associate Brokers
Serving the Greater Phoenix and Scottsdale Metropolitan Area - Scottsdale, AZ
Haven Express @ Keller Williams Arizona Realty

Inform.  My way is never needed.  The client's way - it's their decision - is what's important.  An informed decision is what's needed.  And what Ken Jones said...

Nov 14, 2015 12:23 AM
Rainmaker
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Brigita McKelvie, Associate Broker
Cindy Stys Equestrian and Country Properties, Ltd. - Lehigh Valley, PA
The Broker with horse sense and no horsing around

I will inform and educate my clients as well as listen to their concerns and needs, answering any questions they may have.  It is always their decision.  There may be reasons that I don't understand that they feel is the right decision for them.  Just because I think it is right does not mean it is right for the clients' needs.

Nov 13, 2015 10:25 PM
Rainmaker
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Nina Hollander
Coldwell Banker Realty - Charlotte, NC
Your Charlotte/Ballantyne/Waxhaw/Fort Mill Realtor

I coach, suggest, and inform. It's their decision so it's not appropriate to dominate, insist, or even to pursaude. Why would you want them to blame you later that they gave in to you and made a bad decision.

Nov 13, 2015 10:16 PM
Rainer
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Richard Robibero, e-Pro, ABR, SRS
Panorama R.E. Limited - Toronto, ON
Selling Your Home as if it were My Own!

It depends on the client. I'm honest, always, and cater the message to the client. If we've seen 50 houses and they don't like any of them my tactic will change.

Nov 13, 2015 10:02 PM
Rainmaker
2,332,098
Joe Petrowsky
Mortgage Consultant, Right Trac Financial Group, Inc. NMLS # 2709 - Manchester, CT
Your Mortgage Consultant for Life

Good morning Richie. Great question. I like to believe that I educate my clients so that they can make the right decision for themselves. Hopefully my clients would agree with my assumption.

Make it a great weekend!

Nov 13, 2015 05:36 PM
Ambassador
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TeamCHI - Complete Home Inspections, Inc.
Complete Home Inspections, Inc. - Brentwood, TN
Home Inspectons - Nashville, TN area - 615.661.029

 Good Saturday morning Richie. Education and information is always best.

Nov 13, 2015 05:27 PM
Ambassador
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Patricia Kennedy
RLAH Real Estate - Washington, DC
Home in the Capital

Maybe listen?

Nov 13, 2015 11:55 AM
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Debbie Reynolds
Platinum Properties - Clarksville, TN
Your Dedicated Clarksville TN Real Estate Agent

I consider myself an educator and very persuasive but I want them to come to their own decision and them to have comfort and peace about it.

Nov 13, 2015 11:52 AM
Ambassador
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Wanda Kubat-Nerdin - Wanda Can!
Red Rock Real Estate - St. George, UT
So Utah Residential, Referral & Relocation REALTOR

Richie, great question! Listen to their wants and needs very closely, give information that can be backed up with facts, lend opinions when asked.  Never pressure of force a decision, it is up to them.

Nov 13, 2015 11:19 AM
Ambassador
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Bob Crane
Woodland Management Service / Woodland Real Estate, Keller Williams Fox Cities - Stevens Point, WI
Forestland Experts! 715-204-9671

Depends on the situation, mostly coaching but sometimes all of these

Nov 13, 2015 10:12 AM
Rainmaker
558,814
David Gibson CNE, 719-304-4684 ~ Colorado Springs Relocation
Colorado Real Estate Advisers LLC - Colorado Springs, CO
Relocation, Luxury & Lifestyle residential

Richie,
I’m an educator. If a situation is critical, I start asking questions to be sure they are willing to deal with the consequences of going down the wrong road.

Nov 13, 2015 09:54 AM
Rainmaker
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Olga Simoncelli
Veritas Prime, LLC dba Veritas Prime Real Estate - New Fairfield, CT
CONSULTANT, Real Estate Services & Risk Management

Case histories help; it's good to have an arsenal of past experiences to use as examples. Even then, all we can do is suggest or recommend. 

Nov 13, 2015 05:05 AM
Rainer
128,463
Rachel D. Hayes
Walzel Properties LLC - Houston, TX
Buy & Sell with Rachel!

I think I am using the informative approach. Domination, insistence and heavy persuasion are not good for me.  I think that clients need all the information (parts to the puzzle) so that they may make informed decisions. I also feel that the informative approach allows clients to feel more a part of the transaction instead of feeling as though they were "induced" to make a particular decision, thus possibly having regrets later. If they lean toward a detrimental decision, I do try to give them potential outcomes of that decision. My clients' best interests is primary for me! 

Nov 13, 2015 04:17 AM
Rainmaker
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Candice A. Donofrio
Next Wave RE Investments LLC Bullhead City AZ Commercial RE Broker - Fort Mohave, AZ
928-201-4BHC (4242) call/text

I am dispassionate, providing the pros, cons, possible outcomes of the various courses of action currently before the client. IF my way is the best way, I can show how the outcome they want comes from the actions I would take, if it were I. But at the end of the day, the client is the boss and I am simply a smoke-veiled genie in a bottle . . .

Nov 13, 2015 03:29 AM
Rainmaker
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Carla Muss-Jacobs, RETIRED
RETIRED / State License is Inactive - Portland, OR

Yes, to all the above.  Sometimes I convince, shed light on, inform . . .but what instruction is used, it's always up to the buyer to make their decisions.  I can only point the way.

Nov 13, 2015 03:23 AM
Rainmaker
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Sybil Campbell
Long and Foster REALTORS® 5234 Monticello Ave Williamsburg, Virginia - Williamsburg, VA
REALTOR® ABR, SFR, SRES Williamsburg, Virginia

I remember when presenting an offer to a couple one time, I had to say "My professional opinion is..." at least four or five times.  They finally too my advice.

Nov 13, 2015 03:18 AM
Rainmaker
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Scott Thompson
Columbia Mortgage Plus - Blue Springs, MO
Commerical Finance - Blue Springs, MO

I just tell them it will be a disaster then duck for cover /pray I survive when it turns out I am right again. 

And again.  And again.

Hey I have noticed a pattern!

 

Make it a Great Day.

Nov 13, 2015 03:05 AM
Rainer
292,033
Chris Lima
Atlantic Shores Realty Expertise - Port St Lucie, FL
Local or Global-Allow me to open doors for you.

Inform and educate is all that can be done and "sometimes" it's enough.  Although, I would be lying if I didn't want to play the Mommy Dearest card with some and beat the sense right into them. Did I say that? LOL

Nov 13, 2015 02:54 AM
Rainmaker
323,365
Fred Cope
Reliant Realty in Nashville, TN - Nashville, TN
Looking For Homes With A Smile

Well Richie, if the client we're an automobile or tractor, I would know the tool necessary to make repair or bring about the desired performance.  As a minister, I would sit with them and listen, and I probably would point them to an appropriate scripture.  As a service rep or marketing agent I would discuss benefits.  I find my task is more akin to ministry than sales or mechanics.  The train better prepared me to assist those making decisions of importance to them.

 

As a REALTOR®, I tend to be more like the wagon train scout that rides back to camp, shares my observations with the wagon master (client), and have open & honest conversation.  I do not get to make the decision, nor can I force my will upon them.  I trust that they know my intent is to act in their best interest, and dare not wear the "Daddy hat."  When asked what I would do, I tell them that what I would do may not be their best solution, so let's look at your options and the consequences of each.  Generally, they weigh their choices and act; but on occasion, they are not at peace with the options, so I ask them if they wish to take some time deciding, which also has consequences and we discuss.  I NEVER PUSH  beyond what has been said by the other party.  I do not make decisions with consequences just because someone is pushing.  If, personally, I am pushed, I have no difficulty saying No!  That is at the core of my relationship with a client: NO MATERIAL THING IS WORTH BEING RUSHED INTO UNCERTAINTY!  The buyer or seller may disagree, and I know the coop agent will.  I think in terms of the surgeon  who tells me "time is critical", and we need to act now!  I see no benefit in my causing great anxiety.  Clients do that without my help.  Calm and deliberate is my goal

Nov 13, 2015 02:38 AM