Real Estate: An Emotional Roller Coaster

When real estate was booming, dealing with client emotions was a challenge. Your success depends on being able to help people work through their emotions as they navigate the real estate market.

September 1, 2008

Buyers would get their heart set on a house only to be outbid. For some buyers, there were multiple disappointments. Sellers were left with the nagging feeling, “Should I have held out for more?”

Today, the emotions are no less intense. In many markets, sellers and buyers have the jitters over whether their house will retain (or regain) its value. In some markets, sellers who don’t absolutely have to sell are waiting on the sidelines, and buyers are waiting for prices to reach rock bottom.

Your success depends on being able to help people work through their emotions as they navigate the real estate market. For our cover story, senior editor Wendy Cole delves into the question of just how buyers and sellers make decisions and offers tips for breaking through thinking that can seem downright irrational. 

Then, senior editor Mariwyn Evans draws on the work of negotiating experts and talks with veteran real estate pros for an in-depth look at the negotiating process. As Mariwyn points out, life is one long negotiation: There’s no time like the present for improving your negotiating skill.

Also in this issue, we’re proud to continue our tradition of exclusive interviews with the U.S. presidential candidates. We asked Sens. John McCain and Barack Obama for their thoughts on issues ranging from the mortgage crisis to the cost of health care coverage. 

It’s worth noting that neither the magazine nor the National Association of REALTORS® endorses presidential candidates. In addition, we recognize that you’ll base your voting decision on a wide range of factors, not just the candidates’ views on real estate industry issues. Still, we think it’s important to understand where our future president is likely to stand on critical industry issues, so please read our interviews with that perspective in mind.

Thanks for reading and sending us letters. Although we can’t publish every letter we receive, we read every one, and your views help shape our coverage. Send your letters to

Stacey Moncrieff

Stacey is executive editor of publications for the National Association of REALTORS® and editor in chief of REALTOR® Magazine.