Today we’re going to talk about why you should be happy when the wrong ones leave. To be honest, I’ve experienced this recently with both real estate clients in my business and with membership, coaching, and training agents. I talk so much about your avatar and the importance of going after the people who you really align with. Remember the four client boxes we have talked about on the show—high paying/high drama, high paying/low drama, low paying/high drama, and low paying/low drama? You want to stay in the low drama boxes. A client that’s looking at a $200,000 house but is going to be low maintenance/low drama is going to be easy to work with. Sometimes the clients who are going for a high paying $800,000 listing but are going to be constantly complaining and causing lots of drama are just not worth it. I’ve experienced both in business and with some agents that I was coaching recently. I’m pretty low pressure during the first meeting with a client and let them know that they can take their time to decide if they feel it’s a good fit to work with me. Recently, a client said they were sure they wanted to work with me and told me to go ahead and set up the MLS search. The next day I got a text telling me they had decided to go another direction. To be honest, I was a little frustrated and stressed out for a few days because I didn’t know what I had done—but I had to remind myself that they just weren’t a fit. I should be happy they made that decision, happy that the “wrong ones” left. It wasn’t a fit and that’s ok. I’ve also experienced this in the membership when a Realtor comes in and pays the membership, but then dominates the conversation or is rude and obnoxious. There have been a few people that I have either removed from the membership or they removed themselves. Sometimes I have asked myself what I did to make them leave, but I have learned that my job is to protect the integrity of the group. If someone’s not a fit and they leave, I should be happy—again the “wrong ones” left. I want to encourage you in your real estate business to be happy when the wrong ones leave. I believe that if you are working hard, you’re diligent, and have integrity that you will have success in the real estate business, so don’t be upset when people who aren’t a good fit go in another direction. You don’t want to be chasing people that don’t want to work with you. You want to have the freedom and openness for the clients that do need you. I agree, it hurts when a client decides they don’t want to work with you. It hurts when Realtors leave or quit the membership, but my encouragement to you (and myself) is to be happy when the wrong ones leave because it opens you up to work with the clients that want to do business with you and value what you have to offer. I hope that instead of being frustrated when clients go another direction that you will think of it as an opportunity to find the right clients and realize that it doesn’t mean that you are doing anything wrong. It just opens you up to having more room for success in your real estate business. So, thank you guys so much for listening. Hope you enjoyed this episode, and I will talk to you guys next week.

Resources

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Podcast edited by Kenny Carfagno.

Show notes and blog posts are created by Jennifer Harshman and RealtorEmails. John Schuchman is a licensed REALTOR® in Lancaster, PA, with Berkshire Hathaway HomeServices Homesale Realty