The ability to remain calm under pressure is a life skill that many top performers exemplify, and this is certainly true in the business of real estate. A recent study conducted by TalentSmart, a company that provides emotional intelligence resources to companies, indicated that ninety percent of people performing at the top of their profession, have the ability to manage their emotions at times of stress, and one of their greatest assets is the ability to neutralize difficult people.
The buying or selling of a home can be a very stressful situation for people, regardless of whether the reason to purchase is a happy one, excitement about purchasing a retirement home, or buying a vacation home for your family to enjoy; or a more difficult situation like selling a home due to an illness or a death, it is not uncommon to experience a great deal of emotion.
Sometimes things do not run smoothly in the transaction, a home inspection comes back with issues, or a buyer has trouble financing the property, this can lead to additional stress. It is times like this that having an experienced realtor, who is calm under pressure, is a huge asset. While each transaction is different, based on market conditions, the home, the various affiliated businesses involved in the transaction, (title company, mortgage, various inspectors, insurance agents) the personality of the buyer, seller, realtors. The best way to work through any issues that come up is to remain confident that a solution can and will be worked out.
While it can be difficult to remain calm when everyone else is allowing emotions to take over, there are some steps that can make a difference. First of all, stay focused on a solution to the problem. "Where you focus your attention determines your emotional state," the authors note. "When you fixate on the problems you're facing, you create and prolong negative emotions and stress. When you focus on actions to better yourself and your circumstances, you create a sense of personal efficacy that produces positive emotions and reduces stress." I recently attended a conference, and one of the speakers said something profound; “if you have a problem, solve it”. It really does not have to be any more difficult than that!
Another step in this process is to maintain emotional distance. An experienced realtor will stay positive and stay focused on the solution to the problem. By remaining calm, asking questions and listening carefully they can redirect the conversation when someone involved in the transaction becomes negative. The articles states “People often feel pressure to listen to complainers because they don’t want to be perceived as rude, but there is a fine line between lending a sympathetic ear and getting sucked into their negative emotional spiral.”
Finally, the article suggests to be sure to get enough sleep. Sometimes the best thing to do when a problem arrives is to sleep on it. A good night’s sleep will bring renewed energy, allowing the agent to be positive, creative, and work proactively to find a solution to any problem. Most people do not buy and sell houses every day. When the time comes, look for an experienced realtor, who is calm under pressure, and chances are you will be working with someone that is at the top of their profession.