To bridge the gap between your client's estimate and the appraisal value, explain how appraisers assess value using factors like market comparables, property condition, and location. Show what specifically influenced the appraisal, such as recent sales, property condition, or neighborhood trends. Highlight key elements like upgrades, amenities, or potential issues that may have affected the value, and suggest strategies such as making improvements or adjusting expectations for a quicker sale. This helps manage expectations and provides actionable next steps.

1. Empatia e Validação - Reconheça as preocupações do cliente com frases como: "Entendo que esse valor pode ter sido uma surpresa, e agradeço por compartilhar sua preocupação." Mostre que você está disposto a ouvir e entender a perspectiva deles.

It's important to approach the situation with empathy and understanding. Begin by listening to the client's perspective and acknowledging their concerns. Provide a detailed explanation of how the appraisal was conducted, highlighting the factors that influenced the valuation. Offer to review the appraisal report together to identify any areas that may have been overlooked or misunderstood. Suggest exploring options to enhance the property's value, such as improvements or alternative valuation methods. Reassure the client that your goal is to support them in achieving a fair assessment and optimizing their property's potential.

I think it’s important to be honest at the beginning if you think their expectations are too high. I’ve found to always be candid and not be afraid of the tough conversations.