3 Conversations to Have with Your Real Estate Clients

3 Conversations Every Realtor Should Have With Buyer Clients

By Michelle Bailey – BKT Idaho, Powered by PLACE at Keller Williams Realty Boise

In today’s real estate market, effective communication is the key to delivering exceptional client service and building long-term relationships. As a Realtor, it's not just about showing homes—it’s about setting the right expectations, establishing trust, and creating clarity around the process.

Here are three essential conversations you should be having with every buyer client:

1. Clarify How You Get Paid

Let’s be clear: we don’t work for free. And it’s time we stop using language that suggests otherwise. Too often, agents say things like “you don’t have to pay me”—but this only confuses clients and diminishes the value we provide.

Here’s what buyers need to understand:

• Our services are paid for through the escrow process.

• Sellers often offer compensation to the agent who brings the buyer, but that’s negotiated up front and is part of the transaction.

💡 Pro Tip: When talking to seller clients, use this simple script:

“My fee is X%. How much would you like to offer to the agent representing the buyer?”

This frames it as a shared investment in a successful transaction and invites discussion about market expectations.

2. Explain Your True Value

In an age where buyers are flooded with online listings, it’s likely they’ll spot a property before you do. And that’s okay—because your value isn’t in finding the home.

Your real worth lies in:

• Helping clients negotiate the best price and terms.

• Understanding contract language.

• Knowing the local market inside and out.

• Protecting clients from costly mistakes.

🏡 A great agent doesn’t just find a house—they find the right deal for their client.

3. Position Yourself as a Problem Solver

Let’s be honest: real estate is a rollercoaster. From offer to closing, we’re constantly putting out fires—and our clients rarely see it.

That’s a problem.

If everything goes smoothly, they might assume we didn’t do much at all. The truth? There are over 175 steps we monitor in a typical transaction. When we quietly solve problems, we sometimes rob ourselves of the credit we deserve.

✅ Don’t be afraid to say:

“A challenge came up during escrow, but I resolved it before it affected your timeline.”

This doesn’t diminish your professionalism—it reinforces your expertise and commitment.

Final Thoughts: Set the Standard

By having open, educational, and transparent conversations with your clients, you establish yourself not just as a salesperson—but as a trusted expert.

🎯 Listen more. Educate often. Be clear.
When you do, you turn real estate from a transaction into a trusted relationship.

If you have questions about these strategies—or anything else related to real estate—don’t hesitate to reach out. I’d love to connect!

—
Michelle Bailey
BKT Idaho | Powered by PLACE at Keller Williams Realty Boise