Topics to Avoid at Every Listing Presentation

As real estate agents, we must be professional, yet friendly and approachable. We must be ready at a moment’s notice to move on a listing for our clients, yet we must never pressure our clients to act swiftly for our own benefit in return. In today’s article, we’re discussing yet another tricky balancing act we must perform: displaying full transparency while also knowing which topics to avoid at every listing presentation.

Interpersonal Conflicts with Colleagues

For the most part, real estate agents tend to be self-motivated, strong-willed, and have open personalities that draw people into our orbits. This set of attributes makes us outstanding in our field but can also cause conflict with our colleagues with whom we are so similar.

While it is perfectly normal to experience issues with our fellow agents from time to time, it is never appropriate to discuss them with our clients. If we are directly asked about our opinion of a realtor we do not like, we must demur. “It’s been some time since we worked together, but he/she is a motivated agent.” If it is true, yet diplomatic, stick to this bare minimum statement.

If you cannot say anything professional about another agent, it is perfectly acceptable to say, “As a personal rule, I never discuss other agents. I am sure you can find extensive feedback from their clients online, though.”

Politics and Religion

Just like at an elegant dinner party or large family event, it is always best to avoid these hot-button issues when we interact with our clients or community at large. You may believe that you know how another person views these issues, and you may further imagine that you are on the same side of the spectrum.

Let us say that this is a best-case scenario, and all of this is true. Even so, think about the potential for lost business when your client excitedly tells their guests at their open house party that their real estate agent is so great—you two even share political views! Their guests may strongly disagree with their host and may therefore decide not to work with you next time they want to hire a real estate agent.

From there, word could spread throughout the community. The mixed reception has too great of a potential to damage your career. We urge you to behave as professionally as possible when you are working, no matter the context or how often you have worked with this particular client over the years. There are many ways to demonstrate your appreciation for your client’s repeat business that do not breach the boundaries of prudent behavior.

Your Busy Schedule

Ideally, you are quite busy most of the year. When you are presenting a listing, however, it is essential that you do not mention your other pressing responsibilities. Rather than rush a client by saying, “I have to go meet someone else in ten minutes,” frame the meeting with definite beginning and ending points. For example, a simple sentence such as, “I am available on Thursday between 11:30 and 12:00” is perfectly acceptable.

As for your other clients, that waiting pile of busy work, your upcoming long commute, how early your day started, or how long it’s been since you’ve had a full day off—leave all of it outside of your time with your clients. If, over time, your clients open up to you about their busy lives or struggles, you absolutely should listen and sympathize, but this is never an opportunity for you to share your own struggles.

Your Personal Issues

Loss, hardship, conflict, and confusion are all unavoidable parts of all our lives. At times, especially difficult times like losing a dear loved one, going through a divorce, or our spouse losing their income, our worries and grief can weigh so heavily on us that they feel impossible to avoid talking about.

This feeling is valid. Your friends, family members, fellow religious congregants, doctor, and therapist are all ideal people to turn to when you need advice and a listening ear. We encourage you to reach out for support and guidance anytime you feel the need.

A listing presentation is not an acceptable place to mention such things. If you feel like you are too distraught, distracted, or agitated to conduct a presentation without it being an impossible task to avoid discussing your personal life, please request that another agent take the job. In the future, it is highly likely that they will give you work in return when they need assistance.

It is better to miss out on a single opportunity than it is to risk damaging your irreplaceable reputation.

Your Plan to Get Away

Whether it’s a planned vacation, spontaneous getaway, family reunion, or even your honeymoon, we recommend avoiding any mention of time off to a client you are actively pursuing. You wouldn’t be here presenting your plans for the listing unless you were certain you could handle the job, but there is no guarantee that your potential client won’t hear that you’ll be out of town and assume you won’t be available at a crucial juncture.

Out-of-office automated replies to emails are fine, but if you are actively working to list a home, you must be available to do the job. Whether that is through video chat, conference calls, or emails, your client will need to feel as though they can reach you.

“This week, I am available between 9 a.m. and 1 p.m.,” is just one example of remaining available while carving out time for your vacation. You’ve got this!

In addition to the sensitive “topics to avoid” that we have shared today, we know you will use your discretion to determine how best to remain professional and diplomatic throughout every client interaction. You have the intelligence, social grace, and empathy it takes to succeed in your real estate ventures!