Risk aversion stops many
good things from happening when it is
supposed to stop bad things.
Natural fear in taking action or making a decision is meant to preserve our
health, property, and way of life, but it can do the opposite. For some real
estate buyers and sellers, any change or decision is seen as risk to be avoided.
Even those less afraid of risk or more confident about decision making usually
rely on relevant information and expertise they can trust
before they act
or make a choice.
Since it is
the person delivering information who usually imparts
"trust-ability" to facts and choices, your ability to read the
"trust-worthiness" of real estate professionals you intend to rely on when
selling or buying will affect the decisions you make and don't make.
In this column, we're not discussing cheats or crooks who are out to
deliberately commit fraud or worse. That's a discussion I've had with you many
times before including this earlier column: "
Silent Crime Against Homeowners: Mortgage Fraud." That said,
remember that professionals with the best of intentions but without up-to-date
knowledge or skills can pose risks for sellers and buyers.
Without trusted input, individuals and couples can second guess themselves
when buying or selling, vacillating on whether to stick with their decision or
not. For instance, "buyer's remorse" is a risk-averse response attached to
purchases of anything linked to dramatic or expensive change like real estate.
Trust grounded in the value of the purchase and the soundness of the buying
decision reduces risk aversion, and lessens or eliminates second guessing. This
trust usually arises out of the relationship with the real estate professional,
not the real estate itself.
How can I be sure my real estate professional deserves to be trusted?
Here are three signs to look for:
#1. Encouragement: The correct answer to the question above is, "you
can't always be sure about others." Instead, it's yourself who you must trust. A
real estate professional who is intent on increasing your knowledge of how the
sales process influences outcomes is also determined to build your confidence in
your decision making. At the same time, your skepticism will be encouraged by
welcoming your questions and contributions. As you gain confidence in your
understanding of buying or selling real estate, you'll realize how and when to
trust yourself
and the real estate professional and brokerage you've
chosen to rely on.
#2. Clarification: Trust in the face of certainty is an achievement,
however, trust in the face of uncertainty is an art. When a knowledgeable real
estate professional delivers services, or explains properties or advice, they
also clarify what they expect to receive from buyers or sellers who give their
trust to the professional. In other words, during the uncertainty of the
adventure into real estate, buyers and sellers are told how they can act in
their own best interest to facilitate good outcomes from their real estate
transaction. Trust takes the form of clarifying wants and needs, confirming
budget limitations, and finalizing key decision criteria like location and price
range. When a real estate professional is unclear or unspecific about what
buyers and sellers can expect during the transaction, trust can be replaced by
confusion and frustration. If you find these are common reactions when dealing
with your real estate professional, why would they deserve to be trusted? Search
out that real estate professional who is clear how to make real estate's
inherent uncertainty manageable from your point of view.
#3. Reliablity: What is said, written, texted, posted…matters, but how
professionals
act on what they communicate matters more. When a
professional's interest in you is genuine, this concern is visible in every
facet of the work carried out
for and
with you. Your interests
should always be transparently and prominently placed above the professional's
according to the Agency Law and fiduciary agreements that rule real estate. This
commitment materializes as services that are relevant to your needs and delivery
methods that match your daily patterns. If you live through your smartphone,
you'll benefit from working with a professional who is equally connected. If you
prefer emails, phone calls, and face-to-face contact, you'd like that preference
respected. How does the professional's commitment to you materialize? Does the
professional deliver on promises and responsibilities without prompting or
excuses? If it's not clear to you how connected you are, perhaps the
professional does not deserve your trust.
Perception is the reality in earning trust and loyalty. Your
definition of trust, and the professional's, need to be aligned.
- Should trusting include you questioning the professional, or is
unquestioning acceptance demanded by the professional?
- Is their reaction defensive or offensive if their knowledge or skill is
challenged?
- Do you understand exactly what the professional expects from you and from
themselves as your relationship progresses?
Written by PJ Wade
Thinking
about
Buying or
Selling?
Call
Alvin's Team Today!
877-651-7810
Or visit our
website:
www.LivingLakeTahoe.com