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Video blog

Recognizing When Not Everyone Is an Ideal Client

In this video we discuss situations that may warrant saying
“no” to a potential client or transaction. 

If you’re reading this post or watching this video, chances are you’re a dedicated real estate professional committed to doing the right thing for everyone you encounter. While your intentions are commendable, it’s important to acknowledge that not every person is the right fit for your services, and you may not always be the best resource for everyone you meet. So, how can you identify indications that it may be better to walk away?

  1. The needs or requests of the potential client are outside your scope of expertise. Sometimes, what initially appears to be a simple real estate request can evolve into a complex project or reveal circumstances beyond your area of expertise or knowledge.

  2. The environment is unsafe or unsanitary. Sadly, there may be situations where you find yourself in a prospective client’s home or neighborhood that raises concerns for your safety. Whether it’s unsanitary conditions or other circumstances that could potentially harm you or your team members, it may be best to reconsider working with such prospects. Additionally, this may indicate that the individual you’re consulting with is in a difficult situation.

  3. The prospect is unwilling to follow your direction or guidance. Merely asking for advice doesn’t guarantee a willingness to follow it. If you notice that your preferred style of conducting business or assisting them doesn’t align with their preferences, it’s often fruitless to try and convince them otherwise.

  4. They are unwilling to sign a contract or agree to mutually beneficial terms in writing. While it’s common to provide some “free” services as you build rapport and demonstrate your value, it’s crucial to establish boundaries when it comes to services for which you typically receive compensation. Having a written agreement early in the process that establishes mutual expectations is always a sound business practice.

What are some circumstances that may lead to the points listed above?

– Mental health issues or addictions

– Lack of commitment to making necessary changes

– Unwillingness or inability to pay for services

Regardless of the reason, if you find yourself questioning whether a prospective client (or client) aligns with your ability and desire to serve them, it’s worth seriously considering whether to continue the relationship.

But what if you decide to walk away? Naturally, if the person has extensive needs or challenges that you believe should be addressed, it’s advisable to make a referral. Here are a few referral options depending on the circumstances:

– Dial 9-1-1 if the person is in immediate danger or potentially has a medical need.

– Contact Adult Protective Services (APS) if there are concerns of abuse, exploitation, or unsuitable living conditions.

– Reach out to local law enforcement, such as the police or sheriff’s office, if you want to request a well-being check on someone who may be at risk but not in immediate danger or unwell.

– Connect with social service agencies that provide specific support, such as financial aid, food assistance, shelter, or legal aid.

The most important thing is to trust your instincts and do what feels right to you. Remember, not every client is an ideal fit, and it’s crucial to prioritize your well-being and the ability to provide the best service possible to those who align with your expertise and values.

Are You Ready to learn?

Ready to take your skills to the next level and add another layer to your referral network? Join us for Success in Seniors Real Estate Parts 1, 2 and 3 and earn your CSHP!  

Classes are available on-demand or in-person in select cities throughout the year.

Success in Seniors Real Estate Part 1 covers how to best serve the mature market segment. Part 2 covers how to grow a niche centered on the mature market, and part 3 is the blueprint for taking step by step systematic and purposeful action!