True Story

A friend of mine is a successful Realtor–but more than that she’s a fantastic person. She recently told me that a prospective client was interested in hiring her to help sell his home–but it was in an area outside her geographic expertise. Certainly she could sell the house there and would do her usual great job–but she was very clear that she didn’t know the area as well as other Realtors who usually work that area. She didn’t want the prospect to feel that she was taking advantage of them for her own short-term gain.

Get this: the prospective client was impressed with her candor and is still considering hiring her.

I take her example to heart–in fact, I actually have done the same thing. Sometimes a prospective client will contact me–fully prepared to hire me–and I will often have to be candid and explain that while I can do what they need, I may not be their best option. I then offer to refer them to a colleague who can do the job more quickly, efficiently and cost-effectively. (But I will sometimes take the job if everyone is clear about what I think I can do–expectations must be realistic and understood.)

True, I may be missing out on some paydays. But in the long run I believe that by telling the truth and being invested in helping the prospective client succeed, they’ll remember me when they need something I can do best (or they will refer me to someone else who needs my services).

Besides, what if my Realtor friend or I did take jobs that we aren’t best-suited to do and ended up disappointing the client? Dissatisfied customers can be pretty vocal about it.

Maybe it’s karma, maybe it’s just doing what your Mom always told you to do. Telling the truth–up front–is the best policy.