Have you ever been asked what your strategy was when you showed a number of homes and why did you show "the one" 4th or 6th or 1st? Somehow the buyer thinks that you are leading them to the home they will choose. When in reality they lead you to the home they will choose. It's all about listening and reading between the lines. It is knowing your market well enough to have an idea how much of the wish list you can find in their price range, preparing them for an emotional connection and for convincing you when they find it that it's the right one. Yes, they talk me into which property they are going to buy...but that's another post.
Generally I tell them that the first time out I want to see and hear how they react to homes that they see and that it helps me to narrow the field and zone in on those homes that might be a good match for them when I'm out and about searching for homes for them when we are not together. First, it takes the pressure off of them feeling they'll have to make a decision before they are ready. And relieves the pressure of the underlying misconception that "Realtors pressure people into buying homes". Second, If I can hear their thought process and their respective opinions, I learn which things might be wants vs. needs which are not negotiable, and I am more able to guide them toward what is possible.
Does it always work, yes...How can I say that? Well I can say that because buying anything is a process of research, education, evaluation, perhaps changing course as you learn more about it and grow in confidence and knowledge about the purchase, whatever that may be, until you end up at the destination of your choice. We all know that that destination may not always be the one we thought it was when we started out, but it's our destination based on making a decision to change course and keep moving forward. I explain to them that it may happen when they are looking for homes as well. It helps them keep an open mind and then I prepare them for other possibilities like the fact that there might be something they saw the first day out that will look like a better choice after viewing more homes and becoming educated on their price range and what amenities are available in that range. We take a journey together... My real estate slogan is, It is your real estate journey...
I am the guide. 
I mean it, I live it and I am honored and blessed to be part of their journey, It is one of the most rewarding careers I can imagine and I love my job.
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