Recently, we’ve had a few conversations between the three of us and with other agents about – Why it seems difficult for some people to be “up front” with the simple facts or truth.” We hear this question and conversation repeatedly throughout the year as we’re in a business that is people intensive and there seems to be a large segment of people who have difficulty in saying something simple like – I’ve decided to use _____ as my agent.

I often wonder what people think the response would be – psycho agent going berserk? Or, perhaps agent in tears.

In the conversations I’ve been in, what I hear from agents is – it would be great to just have the facts, the simple truth. It could be that the simple truth is that many people are uncomfortable with speaking the simple truth.

Consider a listing presentation or a tour of six homes. An agent may spend several hours or more preparing the materials to provide a prospective client only to be stood up. I’m not trying to sing the blues here or bring a tear to your eye about the plight of your local Realtor®, I’m truly interested in the phenomenon of being up front.

If you don’t want to work with someone – tell them – simple as that. They’ll appreciate it, they’ll like you for it – you’ll be saving them a lot of wasted effort. It demonstrates your consideration for others.

And what’s up with those agents who can’t tell the prospective client the simple truth about the market or the state of their home or address unrealistic expectations?

Tact and diplomacy, sensitivity and consideration when presenting one’s view and opinion are always needed, but sacrificing the truth for a more convenient moment, for expediency, to get a client, or to avoid a moment of discomfort most often leads to the messy side of things.

I’m off to 24 Hour Fitness in San Ramon. It’s been raining all day, I’ve been at this computer for over 6 hours – it’s time to burn some fat and sit in the steam room. If you see me there – clue me in.