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horse’ in cases with folks he could not make
money with! That was very helpful to me, as
it is an acquired skill set to handle the right
opportunities with buyers, sellers, and tenants
that are honest, cooperate, and have the funding
to pull the trigger.”
“Here are some of the things you can do,” Gunn
advises. “Sit down with them and follow the
adage of Steven Covey in his book, Seven Habits
of Highly Effective People — ‘First understand
and then be understood.’ Ask them why they feel
the way they do, and listen objectively without
interruption until they have spoken their mind.
Then feed back what they have said and work
your way to comprise and understanding.
In most cases the client is correct, at least in part,
in his feelings, but oftentimes it stems from a
misunderstanding. Use this as an opportunity to
get to know your client better and show him how
much you care about his concerns, then come
up with a plan to share with him how you will
do better. In more extreme cases, if the client is
unwilling to work toward a compromise, you
can bring in a new partner or a different partner
to work with him/her and he/she can be a buffer
until the relationship improves. In a worst case
basis, bring in a new partner, step out gracefully
and let her/him finish up with your client and
work out a favorable commission agreement to
bridge the gap between the two of you.”
STEVE LEWIS is President
of Wordman, Inc., a
firm based in Loudon, TN.
He has been representing real
estate clients and covering
the commercial real estate
industry for more than 30
years, and he continues to
write freelance articles about
the real estate industry.
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