Deja Vu

“Sir, How Long Do I Have to Keep Making You Look Good
in Front of Your Wife?”

Years ago I referred a young couple who were buying their first home,
and the husband was a classic know-it-all. There was not one topic he
did not comment upon, especially real estate; Get it? The first-time
buyer is educating his licensee, (in front of his wife). Jeez, if I only
had a dollar for every time I had to nod and respond, “that’s a good
point, ..however…” His wife once interrupted one of his monologues
by saying, “come along, Cliff, we have to go.” His name was not Cliff.
I, of course, acted as if I did not know what she meant; preserving the
egos of these geniuses is paramount. Years later, they employed me
as a seller’s licensee, you guessed it ~ during the divorce proceedings.
That was a ball-of-fun.

Cliff Clavin of Cheers

They Love It When Someone is Chasing Their Tale on Their Behalf

Throughout my sales career, managers, owners and co-workers alike
would come to me and state, “Pat, would you please talk to this customer
before I strangle the snot out of him.” What did I know that my colleagues
did not? Know-it-alls will continue to inform and intimidate until someone
goes toe-to-toe with resolute solutions to each and every issue they can
and will dream up. They actually respect people who stand their ground,
and hold in disdain those who don’t.

As I always say, “You’re Better off Taking a Nap in Your Hammock”

Some licensees clearly represent anyone who can fog a mirror,
opting for quantity of business over quality. I’ve always chosen
the latter. Let the office shysters and know-it-all licensees work
for the difficult clients. Heck, who better to have transactions
and/or “professional” relationships that implode. You’ll be better
off to conserve your time, energy and resources,

The Hammock Company

Real Estate Attorney Ron Rossi always referred to difficult clients as
“Lawsuits Waiting to Happen”

Ron Rossi

Sales and negotiations require limitless teamwork when dealing with
others with opposite goals and strategies. When know-it-all-clients
repeatedly bring more to the table than they are qualified to. They
are in fact, losing time and often important avenues of opportunities.
In fact, so much time is lost listening to a know-it-all and correcting
their mistakes, a licensee could enjoy working for two normal clients,
in that same frame of time. Or, you could be reclining in your hammock.

Pat Kapowich,
“Negotiating Smooth Transactions Throughout The South Bay”
SiliconValleyBroker.com