How to Set Client Expectations in Real Estate

Setting client expectations in real estate isn’t always easy—especially when you’re in a shifting market, and your buyers or sellers are asking for things that just don’t make sense.

As Realtors, we have a fiduciary duty to act in our clients’ best interest. But here’s the thing: that doesn’t mean we blindly do whatever they ask. We’re also advisors. And in today’s real estate world, that means helping them navigate unrealistic repair requests, lowball offers, and all the drama in between.

What is a Fiduciary Duty?

A fiduciary duty is a legal and ethical obligation to prioritize your client’s interests above all else. It means offering honest, transparent advice and avoiding conflicts of interest. It also means that yes—you still have to present that cringe-worthy offer if your client insists, but you also get to coach them on the possible fallout.

Use Data, Not Opinions

One of the biggest takeaways from this episode is the importance of using data in your communication. “I think it’s time for a price reduction” doesn’t hit the same as “Based on the comps, it’s time for a price reduction.”

Market stats, neighborhood trends, and recent comps are your best defense when managing expectations. Want your client to understand why their stained cabinets might hold back their sale? Share a real story of a nearby home that sat for months until the seller finally painted.

Professionalism Always Wins

Even when deals fall apart or things get tense, professionalism will set you apart. One of our favorite stories from this episode? A buyer’s agent who had to cancel over repair requests—but instead of backlash, the other agent thanked her for being professional.

In today’s market, not everything is going to go smoothly. But how you deliver the message can make all the difference.

Negotiation is a Skill, Not a Script

There’s no one-size-fits-all approach to negotiation. But here are some tried-and-true tips:

• Keep your messages clear and concise
  
• Present options when you can
  
• Don’t overshare during negotiations
  
• Mirror your client’s sentiment while still staying professional
  

And when in doubt? Let the data lead the way.

Final Thoughts

Setting client expectations in real estate is a constant balancing act. But when you use data, maintain professionalism, and communicate clearly, you’ll not only serve your clients better—you’ll build a reputation that lasts.

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