When Your Clients Have Unreasonable Expectations (And What to Do About It)

Alright, let’s be real for a second: if you’ve been in real estate for more than five minutes, you’ve probably dealt with clients who expect the impossible. Whether it's selling their home at 2019 prices in a 2024 market or wanting to buy their dream home for the price of a studio apartment, you’re going to run into some wild demands. So what do you do when your clients’ expectations are, well… not rooted in reality?

Here’s how to handle it like a pro and get everyone back on track without losing your cool—or your commission.

1. Set Expectations Early (Like, Day 1)

First rule of real estate: If you don't set the ground rules from the jump, you're setting yourself up for headaches. Clients get their expectations from somewhere—TV shows, their neighbor’s cousin who sold a house last year, or just plain wishful thinking. Your job is to bring them back to Earth before you’re knee-deep in negotiations.

When you first meet with a client, paint a clear picture of what’s possible in the current market. Explain what homes are actually selling for, how long properties are staying on the market, and what buyers are really willing to pay. That way, when they ask for the moon, you’ve already laid the groundwork for why a cozy condo is more realistic.

2. Use Data to Back It Up

Clients love facts and figures—especially the kind that crush their unrealistic dreams (in a nice way, of course). Instead of just saying, “That’s not going to happen,” come armed with the data. Show them recent comps, days on market stats, and price trends in their neighborhood.

This isn’t just to prove a point. When clients see the hard numbers, it’s easier for them to realize that maybe, just maybe, their expectations need adjusting. It’s one thing to hear it from you; it’s another to see the cold, hard stats.

3. Give Them Options, Not Just No’s

No one likes being told they’re wrong, especially when it comes to their biggest asset. So instead of shutting down their unrealistic expectations with a flat-out “no,” offer alternatives. If they want to price their home 20% above market value, explain the risks and then give them a few options:

• Option A: Price it at market value and get offers fast.

• Option B: Price it higher, but expect it to sit longer and risk a price reduction later.

• Option C: Do some upgrades to justify a higher price—but even then, market reality still applies.

By offering choices, you’re empowering them to make the decision while guiding them toward something that’s actually doable.

4. Show Them the Consequences of Holding Out

Let’s say you’ve got a seller who’s convinced they can get a unicorn price for their home. They’re holding out for a buyer who’s willing to pay it. The thing is, while they’re waiting, the market could shift—or their home could get stale from being on the market too long.

You need to help them understand the real cost of holding out. Maybe it’s the extra mortgage payments they’ll have to cover, or maybe it’s the fact that homes priced too high end up getting lowball offers after sitting for weeks. Lay out the risks in a way that’s easy to digest, and they’ll likely start reconsidering that dream price.

5. Stay Cool, Stay Confident

Here’s the truth: When clients are pushing for the impossible, it can get frustrating. But the last thing you want to do is lose your cool. Stay calm, stay confident, and stick to your guns. At the end of the day, you’re the expert, and they hired you for a reason. Sometimes that means being the voice of reason—even when it feels like you’re hitting a brick wall.

The key is maintaining authority without coming off as arrogant or dismissive. If you can communicate confidently while still showing empathy for their hopes and dreams, you’re more likely to win them over to your side.

6. Know When to Walk Away

Now, here’s the harsh reality: Sometimes, no matter how well you communicate, how much data you provide, or how many options you give, some clients just won’t budge. If they’re stuck on getting what’s impossible and it’s clear they’re not going to listen, it might be time to walk away.

At some point, your time and sanity are more valuable than chasing after an unrealistic deal that’s never going to happen. Trust me—sometimes, cutting ties is the best move for everyone involved.

The Bottom Line:

Handling clients with unrealistic expectations is a delicate dance. You need to be firm but empathetic, informative but approachable. Set expectations early, back it up with data, and always offer a path forward. At the end of the day, you’re not just selling homes—you’re managing emotions and guiding people through one of the biggest decisions of their lives. Do it right, and even the most unreasonable clients will see you as the expert you are.

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