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- The Lesson: "Worst Clients, Best Deals" – A Reality Check
The Lesson: "Worst Clients, Best Deals" – A Reality Check
Jason Farris
December 23, 2024
Let’s face it—this hits home for many of us in real estate. Those nightmare clients who drain your energy, disrespect your expertise and demand the moon often end up walking away with your best deals. Why? Because we let them.
Here’s the cold, hard truth: when you over-accommodate the wrong clients, you’re not just losing money—you’re losing time, energy, and your own professional standards. And let’s not even start on how it affects your mindset.
1. Why Does This Happen?
Desperation Mindset: You’re afraid to lose the deal, so you give more than you should.
Misplaced Priorities: You prioritize pleasing everyone instead of qualifying the right clients.
Fear of Saying No: You think turning someone down will damage your reputation or bottom line.
2. The Ripple Effect
When you let your worst clients dictate the terms:
You attract more of the same. Word gets around.
Your great clients get less of you. That one unreasonable client sucks up time and focus that could be spent on the clients who respect your value.
You start resenting the business you once loved.
3. How to Flip the Script
Qualify Your Clients Ruthlessly: Not every lead is worth your time. Focus on clients who respect your expertise, value your time, and align with your standards.
Set Boundaries Early: Communicate your process, your value, and your non-negotiables right from the start.
Stop Discounting Your Value: You’re not a discount broker. Stop giving away services, deals, or your energy for free just to close the deal.
Focus on Your Ideal Client: Who is your dream client? Spend your time and resources finding them—not caving to the loudest complainers.
4. A Shift in Mindset
Think of this as leveling up. When you raise your standards for who you work with and how you work, something magical happens:
You attract higher-quality clients.
You build a business that aligns with your values.
You regain your time and energy to reinvest in clients who deserve it.
Stop being the punching bag for bad clients. The ones who don't respect your value? They’re not your people. You want better clients, better deals, and a better business? Start acting like it. Raise your standards. Set the tone. And watch how fast your business levels up.
This isn’t just about protecting your time; it’s about protecting your reputation and sanity. The best agents—those who dominate their markets—aren’t bending over backward for people who don’t see their worth. They’re focusing on the clients who do.
You should, too.
