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No need to sugarcoat, right? Real estate isn’t always sunshine, commission checks and champagne closings (but wouldn’t that be awesome?). It’s a rollercoaster. One minute you’re up. The next, you’re screaming into a pillow because a deal blew up at the eleventh hour. But here’s the good news: Every problem has a solution — if you’re prepared.
7 common problems
That’s what this article is about. Looking under the hood of seven common real estate problems and how to overcome them like a true professional (the kind who doesn’t lose sleep when things go sideways).
1. Unrealistic client expectations
The problem: Sellers think their home is worth a million bucks because they painted the cabinets and updated the flooring. Buyers think their dream home exists — complete with quartz countertops, a pool and walkability to Starbucks — for $200,000.
The fix: Set expectations from Day 1. Show data. Use comps. Walk through actual outcomes in today’s market. Real people, real houses, real scenarios. And, for the love of listings, learn to speak in analogies:
“Trying to sell an overpriced home is like walking into Starbucks and trying to sell a $5 coffee for $10. It doesn’t matter how good it smells or how many hearts and smiley faces you draw on the cup — people know the going rate for a coffee.”
When you can reframe the scenario and parallel it with something they already know to be true, they’ll get it. They might not like it, but it will bring them back into more realistic thinking.
2. Deals falling apart at the finish line
The problem: Inspections, financing hiccups, cold feet — oh my! Deals can fall apart in the blink of an eye during this crucial time, and for any number of reasons. It’s disappointing (maybe even crushing) for your clients who thought they had this in the bag.
The fix: Be proactive, and look for any potential hiccups early on. Vet buyers fast. Encourage pre-inspections for sellers. Over-communicate with all parties like you’re the conductor of a very fragile orchestra. And always, always have a Plan B. Even a Plan C. No surprises, just solutions.
3. Low inventory (AKA ‘the search for unicorns’)
The problem: Buyers want homes that aren’t on the market. Sellers are waiting for a variety of reasons – trying to time the market to their advantage, waiting for interest rates to change – whatever their reason, they aren’t ready to sell.
The fix: This is where you earn your stripes. Knock on doors. Mail letters. Work your expireds and FSBOs. Call your sphere and say, “Hey, I’ve got a family looking to buy in your neighborhood — know anyone thinking of selling?”
Don’t wait for the market to serve up listings — go out and create them.
4. Nervous buyers on the fence
The problem: Interest rates tick up, and suddenly buyers freeze like deer in headlights. They’re scared to move. Scared to breath. Worried that one wrong move will end their dreams of buying a home.
The fix: Don’t downplay their fear — educate it. Show them the power of long-term equity growth. Walk them through what waiting could cost. Show them the long-term effects that waiting might have. You can say:
“You don’t stop buying groceries when prices rise — you shop smarter. Real estate’s the same. The right time is when you’re ready, not when the headlines say so.”
5. Time management mayhem
The problem: You’re running around like a chicken without a CRM. Maybe your client list is an Excel spreadsheet. Maybe it’s on file cards. Heck, maybe your to-do list is written on a napkin. It’s time to face facts: You don’t have a strong system.
The fix: Structure is sexy. (OK, maybe just effective.) Time-block your prospecting. Use a CRM that doesn’t confuse you. Prioritize your dollar-productive activities. Remember: Consistency beats intensity. A focused 60 minutes a day trumps chaos every time.
6. Objection overload
The problem: Commission complaints. Buyer agency pushback. “We want to think about it.” Every listing appointment or buy conversation seems to be filled with Negative Nellies and excuses, and nobody wants to commit.
The fix: Objections aren’t rejections — they’re requests for clarity. Don’t get defensive — get confident. If someone questions your fee, try this: “Hiring me is like hiring a top attorney on contingency. I don’t get paid unless I win — for you.”
Boom — Professional. Relatable. Powerful.
7. Trust takes time
The problem: Clients are skeptical. You’re “just another agent” until you prove otherwise. How many times have you heard, “I get calls from 20 agents a week? What makes you different?” They’re tired and maybe even annoyed.
The fix: Overdeliver. Every time. Share real testimonials. Offer references before they ask. Respond quickly. Show them you’re not just in it for the commission — you’re in it for them. Trust isn’t built in a day; it’s built in every interaction.
Be the problem-solver, not the panic button
Look — real estate problems aren’t going anywhere. But neither are you. The agents who thrive in this business aren’t the ones who avoid problems — they’re the ones who lean in, stay ready and show up with solutions. So, when the rollercoaster dips, don’t scream. Stand up, smile and say, “Let’s solve this.” Because that’s what real professionals do.
Darryl Davis is the CEO of Darryl Davis Seminars. Connect with him on Facebook or YouTube.
