An Agent asked me what to do when they don’t like their clients. 

First, I asked if it was so bad that it was intolerable.  They said, no, the client smelled of smoke, was often whiny, shallow and always wanted to see houses at times inconvenient for the Agent.  Truthfully, the Agent told me; the client reminded her of the kind of person from high school through college and into the workplace that the Agent just never liked very much.

Next I asked if the client was qualified and motivated.  The answer was in fact a yes. 

Simple, I said, sell them a house. 

The Agent told me that they kept repeating to themselves one of my favorite expressions, “Don’t be so fascinated by your thoughts and feelings.”  Instead, focus on the goal or the job at hand. 

At the same time I told her that if this client was taking too much of her time and energy, even just mental time and energy, refer her on to another Agent.  She asked how.  I suggested she say that some personal issues are demanding a lot of her time and she is not going to be able to serve the client.  Or let the client drive by more and choose the houses they want to see. 

Financially qualified, motivated and urgency are the objective measures of the best clients.  Negative thoughts and feelings about them will stand in the way of your success.