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Leading People To Where You Want Them To Go

By Gary Woltal

Real Estate Agent with Keller Williams Realty 0575737

October 27, 2009 01:29 PM

Open Questions In working with clients it is a give and take exchange with the dialogue and the information. Ultimately though with a professional's expertise you want to

Lead Them To Where You Want Them To Go.

This is not manipulation but presenting the best options for their situation and is helpful. It is done with lots of open ended questions that elicit long responses. Learning about everything they want. Not short answer type questions like who? what? and when? but more why?, tell me more, explain that to me in greater depth? How does that make you feel? A lot of why? questions too. As more elaboration follows AND YOU BE QUIET AND LISTEN, you know what your next open ended question is to go down the path you are trying to lead them, if there is a fit.

Are women better at this? The road to a man's heart is through his stomach!! A lot of women are great cooks!! Hmmm...

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Russ Ravary ~ Metro Detroit Realtor call (248) 310-6239

Real Estate One - Commerce, MI

Michigan homes for sale ~ yesmyrealtor@gmail.com

I think it is better put as leading to the place they don't realize that they want to be. so many buyers think they know what they want and they end up buying something totally different.

Oct 27, 2009 01:33 PM

Patricia Kennedy

RLAH@properties - Washington, DC

Home in the Capital

Gary, women better at listening? Are you kidding? Most women I know do all talk and no listen. It's taken years of training and therapy to learn how to listen at all! Love this post.

Oct 27, 2009 02:00 PM

Irene Tron

Valparaiso, IN

Listening is probably the most important step in the entire process.

Oct 27, 2009 02:16 PM

Don Rogers

Keller Williams Realty Chesterfield - O'Fallon, MO

Realtor, Broker, CDPE, GRI, OnullFallon MO & St Charles County MO homes

Gary,

Great question.....Some of the best conversationalists art those that listen and ask good questions. That way you will learn about others motivation.....

Oct 27, 2009 02:22 PM

Loreena and Michael Yeo

3:16 team REALTY ~ Locally-owned Prosper TX Real Estate Co. - Prosper, TX

Real Estate Agents

I'm learning to do this better everyday.

Oct 27, 2009 02:47 PM

Charles Stallions

Charles Stallions Real Estate Services - Pensacola, FL

850-476-4494 - Pensacola, Pace or Gulf Breeze, Fl.

Two ears and one mouth for a reason. But od well not all follow this advice.

Oct 27, 2009 03:08 PM

Valerie Osterhoudt

Johnson Real Estate, Inc. - Cromwell, CT

ABR, Cromwell, CT Real Estate ~ 860.883.8889

Gary.. One should always listen.. usually if they are going to ask a question, it will be answered and they won't have to ask.

valerie osterhoudt

Oct 27, 2009 03:17 PM

Shirley Parks

Sands Realty 210-414-0966 - San Antonio, TX

Broker, 210-414-0966, San Antonio TX Real Estate

I am more of a listener than a talker, Gary. One thing I am sure of is that many people want to be told what to do... they often want the agent to make their choices... but it is better to guide them and then let them make the final choice.

Oct 27, 2009 03:46 PM

Jon Zolsky, Daytona Beach, FL

Daytona Condo Realty, 386-405-4408 - Daytona Beach, FL

Buy Daytona condos for heavenly good prices

Gary,

Listening is ain't an easy skill and not that many people really master it. I either win or fail, never consistent.

Oct 27, 2009 03:53 PM

Susan Mangigian

RE/MAX Preferred - West Chester, PA

Chester & Delaware County Homes, Delaware and Ches

Listening is a learned skill. Most people just wait for the other person to shut up so they can talk. We, as realtors, have to listen with our ears and our eyes, to pick up the signals that tell us how we can best lead the buyer and seller to where they want to be.

Oct 27, 2009 03:56 PM

Darin Persinger

Productivity Junkies - Mukilteo, WA

I understand what you are saying. And I agree with you body of your blog. The line Lead Them To Where You Want Them To Go. bothers me. I would prefer Help Them Discover Where They Want To Go.

Oct 27, 2009 04:40 PM

Jennifer Fivelsdal

JFIVE Home Realty LLC | 845-758-6842|162 Deer Run Rd Red Hook NY 12571 - Rhinebeck, NY

Mid Hudson Valley real estate connection

Gary I believe the more probing ou do to find out the client need,s will put you in a better position to to deliver the type of service expected.

However this will only happen if after tasking the questions you truly listen to the answers.

Oct 27, 2009 06:22 PM

Eileen Burns 954.483.3912

Trans State Commercial Realty Inc. - Fort Lauderdale, FL

FLorida Real Estate Connector

Asking the right questions and giving the person time to reply and thoughtfully listening to their response shows how much you care about people. When people know you care they want to be included in your circle of influence.

Oct 28, 2009 02:04 AM

John Mulkey

TheHousingGuru.com - Waleska, GA

Housing Guru

Gary - It really makes no difference whether or not the photo was altered; it's an accurate reflection of what gets accomplished.

Oct 28, 2009 03:05 AM

Celina Gleason

AgentOwned Realty - Manning, SC

Gary, as always you are right on the money! I have found, too, that most all buyers are pretty smart cookies and they know what they want - those are the easy ones! The difficulty is when, like you indicated, you have some that NEED you to lead them. Especially in cases of some young, first-time buyers who don't really know what they want or what is good for them. We, as seasoned professionals, can ask enough questions to find out what they think they want and guide them accordingly. The really tough issue though is when you come in contact with a buyer who doesn't like answering a lot of questions. They expect you to read their minds.

Wow, didn't mean to say all that... I'm sorry... what were you saying about women? Can women REALLY have a Wordless Wednesday (or any day for that matter?) LOL!

Oct 28, 2009 04:00 AM

Carol Culkin

Diamond Partners Inc - Overland Park, KS

Overland Park Residential Real Estate

Gary - It's funny you should ask if woman are better at this. On Monday one of my adult children confided in my husband of an incident that happened last week that had a great deal of significance to us. I was a little surprised that we were not told sooner via a frantic call. He was told that the hesitation came from not wanting me to ask a bunch of questions. I guess you can say I am the interrogator of the family. Everything is cool. The incident involved a car accident that could not have been avoided. When I found out I did ask a lot of questions and then I was just thankful that nobody was hurt as the result of another driver texting.

Oct 28, 2009 04:42 AM

Diane Rice

Rice Prprty Mgmnt & Rlty, LLC, South Holland, IL - Lansing, IL

SFR, SRES, CNC

Well now.... it's a natural thing to do. With me, it just flows

Oct 28, 2009 12:16 PM

Sharon Tara

Sharon Tara Transformations - Portsmouth, NH

Retired New Hampshire Home Stager

Not only do you acquire the information you need to better help them, you also help build a better relationship with the client. People who are given the opportunity to talk about themselves usually feel that the person asking the questions is a great listener, and a great conversationalist. They tend to feel more comfortable with you.

Oct 29, 2009 03:48 AM

Gerry Michaels

Glasswork Media Arts - Gettysburg, PA

GettysburgGerry Social Meida

Learning to listen is not an easy task. Great conversationalists are always the best listeners

Oct 30, 2009 01:43 AM

Latonia Parks

Top Bragg Realty, Fayetteville NC, Home of the 82d ABN DIV - Fayetteville, NC

Certified Military Relocation Expert

I agree that listening is a learned behavior. I try to spend less time with my mouth open and more time with my ears open to help guide my clients. It truly makes a difference. Enjoyed your post, Gary.

Oct 31, 2009 03:00 PM