Difficult Clients

Dealing with difficult clients is one of the most common challenges in real estate. Here's a breakdown of the types of difficult clients agents encounter, why they can be tough to manage, and strategies for handling them effectively:

Types of Difficult Real Estate Clients 

1. The Know-It-All

• Thinks they know more than the agent—often quoting inaccurate Zillow estimates or real estate advice from friends.
• Constantly challenges your recommendations.

How to handle:

• Back up your advice with data (comparables, market reports).
• Acknowledge their input while redirecting to professional insight.

• Visits dozens of properties but can't commit.
• Changes their "must-haves" weekly.
• Drains time without moving forward.

How to handle:

• Narrow their criteria early and revisit it often.
• Ask direct questions: "What would make you ready to move forward today?"

• Wants to list way above market value.
• Refuses staging or updates.
• Gets offended by low offers.

How to handle:

• Present solid comparables and explain buyer psychology.
• Set clear expectations before listing.
• Use visuals (graphs, pricing trends) to clarify reality.

• Calls, texts, and emails at all hours—expects instant replies.
• Micromanages every step of the process.

How to handle:

• Set boundaries early: establish office hours and response times.
• Use a shared portal or weekly check-in to ease their anxiety.

• Makes decisions based on fear, nostalgia, or stress.
• Overreacts to small issues in the deal.

How to handle:

• Be empathetic but guide them with calm, rational thinking.
• Focus on facts and the long-term goal.
• Give them time when needed—but don't let emotion derail logic.

• Constantly asks for commission cuts or tries to negotiate down your fee.
• Looks for deals without regard to value.

How to handle:

• Know your value and be ready to walk away.
• Explain what services you offer that others don't.
• Use testimonials and track record to justify your pricing.

• Document everything: Keep records of conversations and agreements.
• Stay professional and calm, even when clients are emotional or aggressive.
• Know when to let go: Not every client is worth your time or stress.
• Pre-screen effectively: Ask the right questions before committing to work with someone.