Being a real estate agent is full of wonderful highs and breathtaking lows. 

One day you get a new listing. HIGH

Then a buyer tells you they decided to rent another year. LOW

Your new listing has multiple offers. HIGH

The contract falls out and you have to call your clients with the bad news. LOW

You have a great open house and connect with many potential leads. HIGH

You follow up but they send you to voicemail and never pick up the phone. LOW

Highs and lows are part of any business but the emotional roller coaster feels overwhelming at times. 

I remember the dread that I would feel anytime I had to share ‘bad’ news with a client. If their offer was not accepted or a buyer decided to pull out during the option or due diligence period, I took it personally. I often felt like I’d failed in some way.  Having the hard conversations used to stress me out to the point of feeling physically sick. 

Ever been there? 

These moments seem so comical on reality tv shows but there is nothing funny about them in real life. There is a bible verse that I have learned to go to anytime I need to have a difficult conversation with anyone.

Your speech must always be with grace, as though seasoned with salt, so that you will know how you should respond to each person.  – Colossians 4:6

I once heard this scripture illustrated this way. Think about a piece of chicken. If I was to prepare it for you but simply rinsing it off and putting it in the oven, that does NOT sound appetizing. AT ALL. 

But imagine me using my famous marinade to brine and season the chicken. Then letting it sit overnight to allow the wonderful flavors to soak in and then grill it to perfection until it was finger licking good!

Which version would you prefer?

I’m serving the same thing, but the preparation is the game changer. Am I suggesting that we fluff our words when speaking to clients?

No. 

But I am suggesting that we do a few things before having tough conversations. 

• Pause – Take a moment to process your own emotions because you don’t want to transfer fear and anxiety. Take deep breaths and still yourself. 
• Pray – Talk to God about the situation and ask Him to remind you of why He has you here and why He has called you to help these clients. Also pray for confidence in Him knowing that even when things don’t work out as planned, His plans are always better than yours. 
• Prepare – Think about what you will say and how you will say it. Don’t serve unseasoned chicken! Even if you have to practice your conversations a few times, that is ok. Think through the objections and frustrations that your client may have and ask the Holy Spirit to give you insight on how to respond. 

I have found this approach and meditating on this scripture has helped me have the tough conversations more confidently. 

Now it’s your turn. Leave a comment and tell me your process when having a tough conversation. And if you don’t have a process yet, no worries. Try the one above and let me know which part you will focus on first.

Your Real Estate Bestie,