Dealing with difficult people during difficult times is unfortunately something that characterizes the role of the real estate professional. High stress, high stakes. And let’s be honest, sometimes the situations themselves don’t really seem that intense.

Looking at a $400k condo +/- negotiating an extension deadline for a financing contingency and a closing. Big fucking deal.

But in reality, the sellers I represent already got buyers to the closing before the buyer breached contract and bailed. Here we are, sold it again, made it to the eleventh hour, and the buyer agent is requesting a second extension of the financing deadline.

If that were all, it would be annoying, maybe frustrating. Add to these kinds of situations marital separations, pending foreclosure and auction, looming bankruptcy, or loss of job or loved one — suddenly, these apparently basic situations and negotiations are incredibly high stress, high stakes.

And it’s our job to show up. To stay even-keeled. To be the objective one that has their shit together and also knows what’s going on so we can manage the situation as best we can.

Takes practice. But we get better at it. We get better at recognizing what’s our ego and what’s actually in the best interest of the client. What needs to be said, what should be said, what doesn’t need to be said, and what shouldn’t be said. We learn to let ourselves have fun with the draft email but delete most of it and wait until the morning to revise it again if needed and actually send it.

This is one of the skills that makes us good at what we do. It’s where we can be of immense value or significant detriment to the people we serve.