When Buyers are Liars: How to Deal with Deceptive Clients

Is your client lying to you to get a better deal? Believe it or not, this is a common tactic that many homebuyers use in order to get a cheaper price on a home. As a broker or an agent, it is important to make sure that you don’t fall victim to this type of scheme. In the real estate field, you must always be quick on your feet, whether it be during a listing meeting, an open house, or closing a deal with a client. Don’t let your guard down when you see your client:

1. Being unrealistically demanding.

If a customer never seems to be satisfied no matter how complaisant and indulgent you are, it is an obvious sign that they may be taking advantage of you. It is a frequent ruse that clients use in order to get a better deal at agent’s expense. They will always ask for yet another amendment to the original agreement, and then if that desire is met, they will push their luck as far as they can. If your client is constantly asking for a lower price, further home improvements, and/or insurance benefits, you just may be being deceived.

2. Unreasonably arguing.

An argumentative customer is likely a dishonest one. Many people enjoy arguing solely for the sake of arguing, and it’s no different when it comes to selling homes. Clients will argue that the price is unfair, the house is not fully equipped to their standards, they could find a better deal somewhere else, and so on and so forth. Some of them will go an extra mile and threaten to spread negative feedback or file a complaint against you or your entire company on the grounds of unprofessionalism. This is a trick that many crafty clients will use in order to demand an even greater discount or to force you to concede more. It is imperative not to let anger get the better of you in such situations.

3. Acting hesitantly and inadequately.

Doubtful customers are also something to look closely at. It is true that some clients simply need a bit more time in order to think over a deal. But if a customer is consistently backing out of deals, claiming that they can’t sign unless all their needs are met, or simply refusing to follow-up on a contract, you may have a problem. As a professional, you have been taught that you need to do everything you can (within reason) in order to satisfy a client. Many of them are aware of it and will try to take advantage of your enthusiasm. Customers know that selling homes is your job and sometimes will try to make it as hard for you as they can in hopes of you giving in to close a deal whatever the cost, a possible reprimand from your boss and get a lower commission instead of nothing.

How to remain professional:

While dealing with such clients is undeniably stressful, as a professional you mustn’t react to it. Otherwise you may be giving them exactly what they want to leverage you into decisions favorable to them. It is important to remain calm, even if you are being unfairly argued with, or having demands thrown at you left and right. If you are suspicious that the client is cheating you, lay out all the accommodations the company is prepared to give, but make it very clear that’s a final deal on the table. If they are still trying to talk you into something you cannot afford, simply apologize for the inconveniences they are feeling, thank them for their time and suggest they use services of another realty agent elsewhere. There are limits you cannot trespass, and no single client is worth your professional integrity. There is a certain, definite set of things you can do, and if a client refuses to acknowledge this fact, they may be not a person you want to do business with. It’s one of the cases where in order to win you need to lose. Even though the thought of unrealized profits always hurts, you must not let one unreasonable client jeopardize your reputation and the rules your business operates by.

Why does it sometimes make sense to fire a client?

Politely refusing to work with deceptive clients will not only reduce the stress levels for you and your team, but it also will often times maximize your long-term profitability. Deceptive clients are not likely to become a good referral source, and they are capable of harming both you and your team’s reputation.