7 Ways to Have Better Relationships with Your Real Estate Clients in 2025

by Laurie Gilmore

As I prepared to write this final Empathy First blog of the year, I took a look back to see what the top recurring concepts have been throughout all of the scenarios we’ve explored in 2024.

Here’s what I found:

“Empathy first, always, with everyone.”

Of course, this is our mantra, and it underscores the universal applicability of Tactical Empathy in all human interactions. It should be the foundation of every interaction, regardless of the situation. Approaching people with respect, deference and understanding will always serve to enhance the communication. 

And, remember, sequence matters. Start every interaction by inviting the other party to speak first, while you listen deeply. It helps to remove you as a threat, establishes rapport, and clears the other person’s mind.

“The shift from fear to curiosity is the key to the kingdom.”

The critical mindset shift is moving from fear (of rejection, failure, or conflict) to curiosity. Entering every situation coming from a place of curiosity allows for better listening, and a clearer understanding of others’ motivations. 

This is an especially crucial concept in terms of being able to determine the difference between objections and questions. Coming from a place of fear can make us see every question as some kind of push-back, while coming from a place of curiosity will allow us to discern whether or not someone is actually on the attack or if they’re just looking for information. 

Looking for some tips on assessing and handling attacks? Take a look at this blog.

“You guide; they decide.”

Our role as Trusted Advisor is to lay out the landscape and options, empowering our clients to make their own decisions. You don’t need to think for them; you need to understand what they’re thinking. 

Keep the responsibility where it belongs. There is a crucial, delicate balance in helping your clients maintain their autonomy while you remain vigilant in your guidance. 

Need a refresher on this concept? Visit this blog.

“It’s not a sin to lose business; it’s a sin to take a long time to lose business.” - Chris Voss

Our New Client Discovery Framework allows you to recognize, in the shortest amount of time possible, when a deal or relationship is not a fit, and it allows you to disengage efficiently with professionalism and respect. Let them “leave in a limo” and get back to your real work. 

Remember: How you spend your time is how you spend your life. Take control of the time you spend on low probability outcomes. 

Need a refresher on the framework and the concept of The Favorite or The Fool? Click here.

“Prepare. Prepare. Prepare.”

These 3-Steps will set you on the right path as you prepare for any sensitive conversation:

1. Empty Your Bucket: Clear out your own thoughts and fears before entering a conversation, so that you’re able to listen deeply, and truly focus on the other person.
2. Cross the Street: See the situation from the other person's perspective.
3. Accusations Audit: There’s immense power in defusing negative emotions by proactively addressing them before delivering any kind of tough news. Use this guiding question to prepare yourself for any sensitive conversation: If I were this person, what negative things would I be thinking about me or about this situation?”

Looking for some guidance on how to deliver bad news? Visit this post.

“Practice. Practice. Practice.”

Mastering Tactical Empathy is like learning a second language—so treat it that way. 

The more you practice in your day-to-day life, the quicker you’ll get it into your bones, so it’s ready to go when you most need it. 

Need some suggestions, revisit this blog.

“When is the right moment to use Tactical Empathy? Always, with everyone, in every situation.”

A negotiation is any moment when ‘I want’ or ‘I need’ is in someone’s head.

Recognize negotiation as a universal, daily process, not limited to high-stakes scenarios. Tactical Empathy is a way of being—one that improves every interaction, whether it’s a family dinner or a workplace discussion. Speaking of family dinners: we’re heading into the holidays. 

Look back at this blog for some guidance on handling complicated dynamics.

I thank you for reading and responding since the start of this blog. 

Our work together throughout 2024 has certainly reinforced for me that Tactical Empathy is so much more than a professional tool; it’s a skill set for navigating all human relationships. Embracing the practice as a lifestyle allows us to move from surface-level interactions to deep, meaningful connections. 

Whether guiding a client, resolving a conflict, or strengthening personal bonds, the mantra remains: Empathy First.

As we step into 2025, let’s carry forward these lessons. Let empathy guide our actions, curiosity fuel our conversations, and trust anchor our relationships. Together, these principles will lead to a year of transformative growth, both personally and professionally. 

I’ll see you again in the new year.

Until then, go forth and empathize—tactically!