Sometimes My Clients Make Me Uncomfortable — and That’s Part of the Job

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There are moments in real estate when a client wants to do something that makes me cringe a little.

Maybe a seller wants to price a home higher than I think the market will support.

Maybe they want to try a marketing strategy that I don’t believe is going to accomplish very much.

Maybe a buyer wants to submit an offer that’s so low I already know how the listing agent is probably going to react.

Or maybe they want to include terms and demands that, in my opinion, make the offer less attractive rather than more likely to succeed.

And sometimes, yes, it can be a little embarrassing.

But here’s the important part:

It’s not my house. It’s not my money. And ultimately, it’s not my decision.

My job is to educate, advise, explain the likely consequences—and then respect the client’s decision.

That’s a balance that I think separates simply processing a real estate transaction from actually representing someone.

Sometimes We Have to Go Through the Motions

There are times when I know exactly where something is probably going to end.

But the client needs to get there themselves.

That doesn’t mean I’m humoring them or pretending to agree with something I don’t believe.

It means sometimes people need the opportunity to spread their wings a little bit, test their theory, and feel like they’ve genuinely been heard.

And quite frankly, they deserve that.

If I’ve been hired to represent someone, part of my responsibility is listening to what they’re telling me—even when my professional opinion is different.

There is a big difference between saying:

“I don’t recommend doing this, and here’s why.”

and saying:

“We’re not doing that because I know better than you.”

The first is advice.

The second is arrogance.

I never want a client to feel like I’m talking down to them or suggesting they’re stupid simply because they’ve reached a different conclusion than I have.

Sellers and the Pricing Conversation

This probably comes up most often with sellers when we’re talking about price.

I may look at the comparable sales, current competition, condition of the home, market activity and buyer behavior and come to a particular conclusion about where a property should be priced.

The seller may see it completely differently.

Maybe a neighbor told them their home is worth more.

Maybe they found an online estimate.

Maybe another agent threw out a higher number.

Maybe they’ve spent a significant amount of money improving the property and understandably believe those improvements should translate dollar-for-dollar into value.

Or maybe they just need to try the higher number before they’re comfortable adjusting.

I’ve had these conversations with sellers throughout Ocoee, Winter Garden, Windermere, Orlando, Clermont, Gotha and other Central Florida communities, and the details change, but the underlying issue is often the same.

The seller wants to feel confident that they haven’t left money on the table.

I understand that.

If I believe the price is too high, I’m going to tell them.

I’m going to show them the data.

I’m going to explain what I believe is likely to happen.

But sometimes, assuming the pricing isn’t so far outside reality that I can’t professionally support it, we may need to give their strategy a chance.

Because sometimes the best way to get from Point A to Point B is to actually travel the road.

“Why Aren’t You Doing This Marketing Idea?”

Marketing is another place where this happens.

Sellers read things online. They watch videos. They see another listing marketed a particular way and understandably ask:

“Why aren’t we doing that?”

There can sometimes be a perception that real estate agents are holding certain marketing techniques back, as though we’re saving the “good stuff” for later.

That really doesn’t make much sense when you think about it.

My objective is to sell the house.

I don’t get compensated unless the transaction closes.

So there is absolutely no benefit to me in holding back some magical marketing strategy until week six.

I want to give a listing everything I’ve got right out of the chute.

Professional photography, video when appropriate, online exposure, MLS presentation, social media, direct marketing, database exposure, communication with other agents—whatever makes sense for the individual property.

But that doesn’t mean every marketing idea works equally well for every home.

A strategy that makes sense for a luxury lakefront property in Windermere may be completely different from one I’d use for a home in Ocoee, a newer property in Minneola, or a rural property around Groveland.

Still, if a seller brings me an idea, I’m going to listen.

Sometimes we’ll use it.

Sometimes I’ll explain why I don’t believe it’s particularly effective.

And sometimes we’ll try it because there’s value in the client knowing we explored the possibility.

That’s part of the relationship.

Buyers Can Put You in Some Interesting Situations Too

Buyers have their own version of this.

One of the more uncomfortable moments for a buyer’s agent can be when the client wants to submit an offer that you know is going to raise eyebrows.

A ridiculously low price.

An enormous seller credit.

A long list of demands.

Terms that don’t make sense in the context of the market.

Or a combination of everything.

You still have to remember:

You work for the buyer.

If the buyer instructs me to submit a lawful offer after I’ve properly advised them, I’m going to represent them.

But I’m also going to have a candid conversation first.

If I believe they’re about to hurt their own chances, they’re going to know that before we press Send.

“I’m Just the Messenger” Isn’t Good Enough

Every once in a while, I’ll hear a buyer’s agent say something like:

“Hey, I’m just the messenger.”

I’ve never particularly liked that.

Because a real estate agent isn’t simply a delivery service carrying an offer from one person to another.

We also have an obligation to educate and advise.

If a buyer wants to submit an offer that I think is unrealistic, I’ll explain why.

If we’re competing against multiple offers and the buyer wants to load theirs down with unnecessary demands, I’ll explain what that may do to their chances.

If they’re asking the seller for something that isn’t customary or doesn’t make economic sense, I’ll talk through it with them.

They may still decide to proceed.

And that’s okay.

But they deserve to understand the possible consequences of the decision they’re making.

Simply saying, “I’m just the messenger,” and sending over whatever the buyer requested without meaningful guidance isn’t representation in my book.

An Offer Sends More Than a Price

This is something buyers sometimes overlook.

An offer tells a seller more than simply:

“Here’s how much we’ll pay for your house.”

It also gives the seller an impression of what the transaction may be like.

If the offer is filled with unusual demands, aggressive language or unnecessary complications, the seller may start wondering:

If this is what they’re like before we’re under contract, what are they going to be like during inspections?

What happens at appraisal?

What happens if something small goes wrong?

Are we going to spend the next 30 or 45 days fighting over everything?

That matters.

Especially when the seller has multiple offers.

A seller doesn’t always choose an offer based exclusively on the highest price.

Certainty matters.

Terms matter.

Financing matters.

Contingencies matter.

And sometimes the perceived likelihood of actually reaching the closing table matters a great deal.

An offer that unnecessarily creates friction can lose even when the numbers look good.

That’s Where Experience Comes In

One of the biggest responsibilities I have as an agent is being willing to tell a client something they may not necessarily want to hear.

That’s not always easy.

It’s certainly easier to nod, agree and do whatever someone asks.

But that’s not why you hire an experienced real estate professional.

You hire someone to say:

“You can absolutely do that—but here’s what I think is going to happen if you do.”

Then we talk about it.

Sometimes the client changes their mind.

Sometimes they don’t.

Either way, we’ve had the conversation.

And if they still want to move forward, my job shifts from advising them about the decision to helping them execute that decision as effectively as possible.

Respect Doesn’t Mean Agreement

I think this is ultimately the point.

Respecting a client’s wishes doesn’t mean agreeing with every decision they make.

And advising a client doesn’t mean controlling them.

There has to be room for both.

I can tell a seller that I believe their price is too high and still work hard to market the home.

I can tell a buyer that I think their offer is unlikely to succeed and still present it professionally.

I can disagree with a marketing idea and still be willing to explore whether there’s a reasonable way to incorporate it.

That’s representation.

Sometimes we’re going to go through the motions because the client needs to see the result firsthand.

Sometimes they’ll prove me wrong.

And believe me, I’m perfectly happy when they do.

Other times, we’ll end up exactly where I originally thought we would—but now the client understands why.

Either way, the focus stays where it belongs:

Getting the deal done while respecting the person who hired me to represent them.

Candid Conversations Make Better Transactions

I’ve been selling real estate throughout Central Florida since 1999, including Ocoee, Winter Garden, Windermere, Orlando, Gotha, Clermont, Minneola, Groveland and surrounding communities, and I’ve learned that the smoothest transactions aren’t necessarily the ones where everyone agrees about everything.

They’re the ones where people can have honest conversations.

I want my clients to tell me what they’re thinking.

I want them to challenge me if something doesn’t make sense.

And I want to be comfortable enough in the relationship to tell them when I believe they’re heading in the wrong direction.

Then we make the decision together—with the understanding that ultimately, it’s their decision.

My name may be on the sign.

But it’s their house.

Their money.

Their move.

And that perspective should never get lost.

Thinking About Buying or Selling in Central Florida?

Whether you’re selling a home in Ocoee, Winter Garden, Windermere, Orlando, Clermont, Minneola, Gotha or Groveland, or you’re buying anywhere throughout the greater Central Florida area, my job isn’t simply to tell you what you want to hear.

It’s to give you the best information and advice I can, explain your options, help you understand the possible consequences—and then represent the decisions you make.

If you’d like to talk about buying, selling, pricing your home or simply understanding what the current market means for you, I’m always happy to have the conversation.

David Dorman, Broker Associate
CENTURY 21 Carioti
2747 Maguire Rd., Ocoee, FL 34761
Phone: 407-948-8295
Email: david@daviddorman.com