Yoda DogIn Real Estate, professionals of every category often have to play armchair psychologist to "understand" what is going on in the minds and hearts of their clients. What is behind their wanting to buy or sell a house? Are they telling you the straight scoop or holding something back from you? Have you spent enough time with them to build up that rapport and trust or do you have a way to go? Is their mouth buttoned shut with them just feeding you piecemeal information or are they a blabbermouth with you? There comes a time in the relationship with real estate or in life of

  Understanding Clients That Are Yoda Dogs.

Meaning, your job as this detective psychologist is to understand where they are coming from. Not offering couch time for them to fix all their dysfunction or childhood traumas but to come to some level of acceptance of the behavior you are seeing. Now why is this dog dressed up as a Yoda? Fetish? Halloween costume? Mommy did this to me? I love fun. My wife made me do it. I am part of the local Yoda society. You get the picture. Find out why Yoda is Yoda by doing two things:

1. Ask MANY open ended, non YES/NO questions and listen. Pepper them with questions.

2. Follow their actions MORE than their words to find out what REALLY IS TRUE.

Do not ever ASSUME you know why Yoda is Yoda coming in your door!!! People can completely fool you. Some high income buyers wear sandals and jeans with holes in them. You are trying to uncover the real them. What makes them tick? What is the sense of urgency OR NOT to buy or sell. Remember questions and actions. Do they embrace new technology and social networks like you or are a Luddite? Do they have loyalty to you or not? Some clients you need to turn down. Put this phrase in your mind when that happens. It's OK. Maybe Darth Vader is more your type. Enjoy working in a people business with the give and take of personalities we see every day with our own. But the sooner you get the read on people, an accurate read, the further ahead you will be to truly helping those you can help. May this understanding FORCE always be with you.

 
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37 Comments on Understanding Clients That Are Yoda Dogs

20 Most Recent Comments Displayed Show All

APR
22
2009
918,860 Points 80 Featured Posts Localism Sponsor Called Shot Master

Gary, Dogs are definitely more excited, more apt to trust and more forgiving than people in general! Sure we have some deals that go south but the learning process is invaluable. 
7:41pm • #18
2 Featured Posts

Love the picture  You really can not judge a book by it's cover. 
7:42pm • #19
241,825 Points 2 Featured Posts

As always, great post, Gary.  You don't know what's inside until you peel the layers away.  Asking questions is always a great way to find out how best to suit your client.  On a side note, my son dressed as Yoda for Halloween when he was 8 years old.  Everyone (and I mean EVERYONE) who walked by gave a shout out to Yoda.  I think my son got the most recognition from guys in their 30s or older.
7:47pm • #20
1,222,934 Points 79 Featured Posts Localism Sponsor Attended Rain Camp Called Shot Master

Gary,

What a wonderful picture..I love it! The message is strong. Being observant and getting the read on people is crucial in this business. Thanks for another excellent post! The force is always with you!!
8:51pm • #21
869,711 Points 200 Featured Posts Outside Blog Attended Rain Camp Called Shot Master

Gary,

I don't "love" dogs, but respect those that do. Dressing your dog? I guess I don't understand. Oh well. To each his own.
10:11pm • #22
471,130 Points 26 Featured Posts Localism Sponsor Called Shot Master

Hi Gary, The picture is priceless -- how did you get that pic of JJ ??!! 

Many times I have been shocked about how much people tell, and then other times they slip and say things like.."the other agent"....!!

 
10:19pm • #23
1,155,800 Points 38 Featured Posts Localism Sponsor Outside Blog Called Shot Master

Gary, I LOVE Yoda, he's such a wise little thing :)  You're very right, actions and body language can say more then words when speaking to someone.  I've very fortunate, I don't have to "dig" for information, my clients share.  Loved your post AND the photo.
10:20pm • #24
506,247 Points 57 Featured Posts Localism Sponsor Outside Blog Attended Rain Camp Called Shot Master

Ah....that picture is just not right! That's not fair to dogs! But my dog was smart! One time, I tried one leg into a Halloween costume, and got a growl that informed me "I will not be wearing that...thank you very much." And we never tried again!
10:27pm • #25
308,789 Points 11 Featured Posts Localism Sponsor Outside Blog Attended Rain Camp Called Shot Master

Gary,

Good point.  We need to LISTEN so then we can LEARN to better assist our clients and build that all important trust.  The picture is awfully cute....
10:48pm • #26
258,143 Points 3 Featured Posts Localism Sponsor Outside Blog

Oh that poor doggie! Maybe I should begin seeing everyone as a dressed-up dog...I always love dogs. But you do make a good point here, Gary...listening is key. WOOF!
11:05pm • #27
1,156,213 Points 29 Featured Posts Localism Sponsor Outside Blog Attended Rain Camp Called Shot Master

Gary - That picture gave me a good laugh, and as usual you shared some word of wisdom.
11:19pm • #28
301,384 Points 55 Featured Posts Localism Sponsor Outside Blog

Gary  - So true. I find that some people take longer than others to actually read. And, then there are those which we just never make that connection with and who we might need to set free. A good agent knows how to ask all the right questions in all the right ways and to listen inventively. And, a good agent knows when all else fails and they can't read that person, that it's time to let go.  
11:45pm • #29
464,062 Points 9 Featured Posts Called Shot Master

Hi Gary-That does look like JJ. Very cute pup. I like this line the best

But the sooner you get the read on people, an accurate read, the further ahead you will be to truly helping those you can help. May this understanding FORCE always be with you. 

That is very true, sometimes it is harder to get a read on some folks than others but I think once you do and you really understand them and they know you truly care about them then you will have a loyal client and maybe even a friend

 

 
11:47pm • #30
1,090,396 Points 201 Featured Posts Outside Blog Hit Router Attended Rain Camp Called Shot Master

Hi Gary, An other excellent post and one that we all need to take and actually be sure we are using it. Great message and asking the right questions usually yields the right answer for us even if we don't always understand or agree with them.
11:57pm • #31
APR
23
2009
3 Featured Posts

Gary, you have a way of speaking, and getting the point across in a way that makes us get the lesson! Thanks also for the personal note earlier.
12:14am • #32
4 Featured Posts Localism Sponsor

Loved that picture and the story, too!  Thanks!

Mary
7:55am • #33
629,423 Points 7 Featured Posts Outside Blog Attended Rain Camp Called Shot Master

Gary...We have to trust our gut feeling..sometimes we know we just don't fit with the other person now matter how we try...smile Thank you

HelpfulHannah your friend in Philadelphia
9:06am • #34
179,056 Points 13 Featured Posts

I think one of the best questions to ask your clients is "why".

It is a great open-ended question that will often times reveal their true motivations and concerns.
9:06am • #35
111,743 Points 1 Featured Post Outside Blog

Great message and GREAT photo!  The things you can turn into something to think about is amazing.  I really need to get a costume like that for my dog Gizmo!!  Thanks for the giggle!
11:22am • #36
936,415 Points 51 Featured Posts Called Shot Master

Gary - That dog doesn't exactly look like he's enjoying that outfit.  Now we understand why a few dogs hate people:-)
8:19pm • #37

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Gary Woltal - Assoc. Broker REALTOR® SFR Dallas Ft. Worth

Flower Mound, TX

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Keller Williams Realty

Address: 2611 Cross Timbers Rd, Suite 100, Flower Mound, TX, 75028

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