Real estate agents quickly figure out that the trickiest part of the gig isn’t the house, it’s the humans inside it. Managing high-maintenance personalities can burn through more caffeine and patience than a year’s worth of contract negotiations.
While some clients are a dream, a few specific personality types can drain a realtor’s time, energy, and resources. Identifying these individuals early in the process allows an agent to set firm boundaries or refer them to a colleague better suited for the challenge (if there is such a thing).
Before a realtor writes an offer, they should watch out for these 5 types of home buyers who might cause more trouble than a commission check is worth.
1. The Jekyll and Hyde Communicator
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This client seems agreeable and friendly in person or on calls, nodding along and laughing at your jokes. But then, you check your email or texts and find a barrage of aggressive, accusatory messages sent at odd hours, accusations about hidden listings.
Likely fueled by anxiety, this behavior creates a toxic dynamic and a confusing paper trail.
How to handle them:
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Include your managing broker in correspondence if threats or accusations appear.
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Refuse to engage with abusive language and keep communication strictly professional.
2. The Last-Minute Haggler
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Negotiation is a standard part of real estate, but this buyer waits until the eleventh hour to make unreasonable demands. They might stay silent during the inspection period, only to demand a massive credit for a minor cosmetic issue at the final walkthrough.
Their strategy relies on the pressure of the closing deadline to force the seller into concessions. This behavior risks blowing up the entire deal and damages your reputation with other agents who see you as unable to control your client.
How to handle them:
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Explain clearly that the closing table is for signing, not renegotiating.
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Go over the property condition thoroughly before the final walkthrough to minimize surprises.
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Be prepared to tell them that their request could lose them the house.
3. The Bait-and-Switch Promiser
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Integrity is the foundation of a smooth transaction, which is why this buyer is so dangerous. They agree to specific terms to get their offer accepted, such as covering their own closing costs or paying for minor repairs, but change their mind once under contract.
They might offer to pay for a necessary repair to keep the deal moving, only to refuse to sign the paperwork later. This forces the seller or even the agents to cover costs to get the transaction funded and recorded.
How to handle them:
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Never rely on verbal agreements or handshake deals.
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Make sure they have the liquidity to cover what they promise before drafting the offer.
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Attach firm dates to every promise to prevent dragging out the inevitable.
4. The Phantom
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This buyer claims they are urgent and ready to buy immediately. Yet, when you send them listings or try to schedule showings, they vanish for days. They resurface on a Sunday morning, demanding to see a house within the hour, only to disappear again once you confirm the appointment.
They do not respect your schedule or the market’s pace. In a fast-moving market, the Phantom will lose out on every property because they cannot act quickly enough, and they will likely blame you for the loss.
How to handle them:
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Set a specific time for weekly check-ins.
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Sign a buyer’s agency agreement before rearranging your schedule for last-minute tours.
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Make it clear that in a hot market, a delay of twenty-four hours usually results in a lost opportunity.
5. The Shadow Advisor
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You spend weeks educating your buyers, analyzing the market, and finding the perfect home. They love it. Then, they bring in “The Advisor.” This is usually a parent, uncle, or friend who bought a house thirty years ago and believes they know more than you do.
The Shadow Advisor will critique the price based on outdated metrics, point out perceived flaws, and generally derail the confidence your clients had in their decision. They undermine your expertise without having any skin in the game.
How to handle them:
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Ask your buyers if anyone else will be helping them make the decision, and invite that person to the initial consultation.
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Counter the advisor’s opinions with hard market stats and recent comparable sales.
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Remind your clients that they are the ones who will live in the home and pay the mortgage.
6. The Emotional Saboteur
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Buying a home is emotional, but this buyer lets their feelings completely override logic. They might arrive at closing in tears, show up to meetings in a state of disarray, or experience extreme buyer’s remorse over minor details.
They treat the transaction like a personal relationship, feeling personally attacked by counter-offers or inspection reports. Their volatility makes the transaction fragile, as they are likely to try to terminate the contract based on a mood swing rather than a material fact.
How to handle them:
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Warn them that the process will be stressful and that negotiation is business, not personal.
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Keep conversations focused on the numbers and contract terms rather than feelings.
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If they are too overwhelmed, recommend taking a break from the search until they feel more grounded.
Identifying Your Ideal Client Profile
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Knowing these personality types helps you protect your time and energy. Set clear boundaries from your first meeting to prevent these behaviors from becoming deal-breakers.
Sometimes, the best move is to walk away. If you see these red flags early, don’t be afraid to refer the client elsewhere. Your peace of mind is worth more than a difficult sale. Focus on clients who value your expertise and respect the process.
