Ross Wilson

Since boundaries with family can naturally be blurred, it’s best to establish similar clear limitations, professional boundaries and expectations before entering into a principle/agent contract with loved ones.

In this second of a three-column series on working with family and friends, let’s briefly address the fundamental decision involved with working for a friend or family member.

Since relatives already know you, you’d think the process would be easier, but it ain’t necessarily so. There’s usually no need to convince them to trust you personally, but professionally may be an entirely different matter.

It may be mission impossible, but you must convince them to open their minds. If they continue to insist their mind is open and remain certain of their position, explain that certainty exists only with a closed mind.

The old adage that the customer is always right went out the window with the stereotypical slick, cigar-smoking salesman who couldn’t care less about the customer’s needs.

Digital messages are notoriously misinterpreted because of the intrinsically cold anonymity. Because there’s no voice inflection or casual remarks, no smiles thrown into the mix, choose your words and phrases carefully.

Home hunters contact you for one chief reason – curiosity. Once satisfied, they no longer need you. You have a tiny window of opportunity to connect in a meaningful way before the phone call ends.

Since buyers aren’t normally duped, if the property isn’t properly prepared and/or priced correctly, no amount of advertising will move it.

In this final column in the series on the controversial subject of real estate fees, allow me to continue addressing dual agency, but from...

Allow me to address what is referred to as double-ending, or representing both seller and buyer in a sales transaction. It’s certainly fraught with risk, but is it too risky to participate in this practice?