🧭 “Whose Side Are You On?” Handling Tough

Client Conversations

Hey Realtors 👋 — ever have a client look you in the eye and ask, “Whose side are you on?” It happens when emotions spike during low offers, pricing talks, or post-inspection negotiations. Today, we’re breaking down how to stay the trusted advocate your clients feel on their side while still guiding them to smart, market-based decisions.

I’m Mike Ferrante, our team serves the Greater Cleveland, Northeast Ohio, and Central Ohio (Cleveland ➜ Akron/Canton ➜ Youngstown ➜ Columbus ➜ Mount Vernon/Howard). Need help anywhere in Ohio—or a vetted referral anywhere in the U.S. or abroad? Hit 21mike.com and tap the button at the top to schedule. Joining me is Tony Geraci, Broker/Owner of Century 21 HomeStar (talk2tony.net). 💛

Why Clients Ask “Whose Side Are You On?” 🤔

Buying and selling homes in Cleveland (Lakewood, Parma, Westlake), east-side suburbs (Mayfield, Solon, Chagrin), Summit/Stark (Akron/Canton), Mahoning (Youngstown), and Franklin/Knox (Columbus/Howard/Apple Valley Lake) is emotional. When we deliver hard truths—about price, offers, or repairs—clients can mistake advice for opposition.

Your job: anchor to data, frame with empathy, and speak like an advocate. Here’s how.

Scenario 1: The “Lowball” Offer (Buyer & Seller Scripts) 🎯

When you represent the buyer (and they want to offer way under list)

Start with empathy + questions
“Totally get wanting the best deal. This one’s been on the market 3 days at $500k—what are you seeing that suggests $350k might be taken? Is there info I don’t have yet?”
Bring Cleveland-area comps
“Here’s closed data within 0.5–1.0 miles and the last 90–120 days. A $350k offer is below the low end. I’ll write it if you insist, but two risks: we may alienate the seller and lose negotiation leverage. Want to start closer to the market and keep room to move?”
Script (protects relationship + educates)
“My job is to help you win the house and the numbers. If you want to swing at $350k, I’ll present it respectfully. If we want a better shot at a counter, would you consider $___ with strong terms (tight timelines, solid financing, inspector choice, etc.)?”

When you represent the seller (and receive a “lowball”)

Lead with good news
“Good news—we have an offer. It’s lower than we hoped, but it’s an open door to negotiate.”
Diffuse & reframe
“Some buyers always start low to ‘test’ a seller. I spoke with the agent—this isn’t their final. Let’s counter with data and keep the door open.”
Script (calms emotions + moves forward)
“I’m on your side. I’ll push for your number using recent Cleveland-area comps and your property’s strengths. Want to counter at $___ and include ___ to maintain leverage?”

Scenario 2: Price Reductions Without Losing Trust 💸

Nothing triggers “Whose side are you on?” faster than price. Solve it before it starts.

Set expectations on Day 1

“We price to win today’s market, not last spring’s. In Cuyahoga/Summit/Stark/Franklin counties, the most showings are in week 1–2; data will tell us if we’re high.”
“Each week I’ll send feedback and a marketing report: views, saves, click-throughs. If traffic’s light and nearby homes at $___ are going pending, we’ll discuss a tactical adjustment.”

Weekly update structure (copy/paste)

Wins: “Pro photos live, social ads launched, 11 showings, 2 second-looks.”
Market pulse: “Two similar homes in Strongsville/Brecksville went under contract at $–$.”
Recommendation: “To be the next home to sell, reduce to $___. We’ll re-boost marketing the same day.”

“Advocate” script (not adversarial)

“It’s not me saying your home is worth less—the market is telling us buyers choose X over Y at today’s price. I’m here to help you beat the competition and move on your timeline.”

Scenario 3: Inspection & Repair Negotiations 🧰

With sellers

Pre-frame reality
“No home—new construction in Columbus included—is perfect. Inspectors will find items. Our goal: minimize concessions, fix safety/financing items, keep the deal on track.”
Time your strategy
“Let’s wait for the Point of Sale (if applicable), appraisal, and full repair request before negotiating money on big-ticket items like driveways/roofs—so we only give once.”
Script
“The buyer’s swinging for the fences—that’s normal. Which items feel reasonable to address? I’ll push back where the report overreaches and offer a practical credit only if it protects your net and closing date.”

With buyers

Coach, don’t bulldoze
“This is about health, safety, structure, and big systems. I’ll help separate ‘maintenance’ from ‘must-haves’ so your request lands well and gets accepted.”
Script
“Here’s a prioritized list. We’ll request A/B/C (safety/structural), note D/E as FYI, and skip small cosmetics to protect negotiation credibility.”

Phrases That Keep You On the Client’s Side 🛡️

“Here are the facts so you can decide.”
“Market data says… I’ll present your position strongly and respectfully.”
“Good news first… then options A/B/C with pros/cons.”
“My job is to protect your net and your timeline. I’ll be the calm voice in the room.”

Phrases to avoid (these trigger “Whose side?”):

“Just lower the price.”
“That offer is insulting.”
“The inspector is wrong.”
“If I were you, I’d take it.”

Replace them with:

“Here’s what buyers chose this week at $–$ within 1 mile.”
“Let’s keep emotions low and leverage high. Here’s a data-backed counter.”
“Let’s focus on items lenders/appraisers require vs. preferences.”

Local SEO Corner: How This Plays in Cleveland & Central Ohio 📍

Cleveland Real Estate: Inventory remains tight in many West & East Side suburbs; well-priced homes still draw multiple offers. Use hyperlocal comps (Lakewood, Parma, Solon, Mayfield).
Akron/Canton & Youngstown: Condition and pricing precision matter—inspection strategy can make or break deals.
Columbus / Central Ohio: Fast-moving submarkets require clear buyer coaching on escalation clauses and appraisal gaps to avoid disappointment (and “Why didn’t we win?” calls).
Apple Valley Lake / Howard / Mount Vernon: Lake/second-home nuances: seasonal pricing, private inspections (septic, docks), and HOA/POA compliance.

If you want a micro-market read for your zip (44107, 44134, 44139, 43215, 44236, 44718… ), we’ll send one—free.

Ready to sound like the rock-solid advocate your clients expect? 💬

Sellers: Want a no-fluff pricing + marketing plan with weekly reports that prevent “surprise” price talks?
Buyers: Need a win-the-house offer game plan that protects your money and sanity?

👉 Schedule with the 21 Mike Team: 21mike.com

Bottom line: When you anchor to facts, frame with empathy, and communicate like an advocate, clients stop asking, “Whose side are you on?”—because they can feel the answer. 💙

For more great Real Estate content:

You can listen to our Podcast FREE BEER AND REAL ESTATE, or on YouTube for Mike’s weekly classes!!!

https://freebeerandrealestate.buzzsprout.com/