What You Need To Know Is Different From What You Want To Hear!

Because I feel so strongly about how important it is for a real estate professional to focus on communication with absolute integrity and what the client needs to know, I have trademarked this statement: "I'll tell you what you need to know, NOT just what you want to hear." TM 

The focus of meaningful communication between real estate agent and client must be based on letting one's client fully understand the plan (to either buy or sell a home), and avoid the temptation to either sugar coat the issues, or merely say what the professional believes the client wants to hear. While that may be the easier approach, and might enhance the ability to obtain clients, it is NOT in the best interest of any potential client to not understand factors, approaches, marketing plan, and ramifications in a clear - cut way.

For example,  a homeowner might be attracted to the agent that compliments him and his home by telling him to list his home at an inflated price. However, the reality is that homes that are priced right from the start provide the best results to that homeowner. Similar discussions where there might be big differences between needing to know and wanting to hear, often occurs in the commission discussion (e.g. homeowners might want to hear a low commission, while there are often numerous reasons why a higher commission is warranted and necessary), the curb appeal scenario (the professional must act as the objective eye), and whether a house needs staging (the often fine line between being kind/ complimentary, and being truthful and objective).

Both buyers and sellers should interview their potential real estate professional, and be influenced, not by whether the agent merely tells you what you want to be told, but whether he behaves truly strong and professional, by telling you what you NEED to hear! (even if it may not be what you want to hear)