When it comes to real estate salespeople we tend to work on the who, what, when, where, and sometimes how. The truth is we should always be working for the whys. When we learn to seek out and follow the why of a transaction it is only then that we truly connect with the client. The truth is oftentimes the client does not even understand why they are doing the things that they do. Here I will give an example of this for a buyer client issue.
Buyers often mistake the need for an office with a need for an additional bedroom. When we first talk to our clients and they mention how many bedrooms they need we simply accept their answer. The problem with this is that the answer may be our biggest problem. The true why is that they need an office. Your failure to ask never uncovered this detail. Instead of sending them listings with areas that could work as offices we struggle to find them something at their price point based on bedroom count. Remember bedroom count can add a large number to the house price compared to a bonus room or a nook that would work the same.
Think about it. For the past few months you helplessly searched for something. Praying you would find the one. All along to learn that you let things pass by that work. We must learn to never accept the first answers given to us by clients. Working to ask more questions and find out more about their needs leads to a much more productive relationship. Real estate when done correctly can be a lifelong relationship between a client and their agent. Ask yourself are you a lifelong trusted advisor?
If you are not asking the questions then ask yourself. Who is really driving my business? If the answer is the client it is time to grab control back. I hope you enjoyed this blog. If you want more free great advice on real estate check out my Podcast. Facebook Group, Newsletter, and website all found at www.realfactsonrealestate.com . If you have any questions or comments please leave them below.