Viewing a Home through My Client’s Eyes
Have you ever stopped to ask your buyer or seller, “What is your favorite room?”
The two most important rooms in a home (to me) are the kitchen and the living room. I love to cook and entertain, and a flow from the kitchen to the living and dining areas is necessary for my lifestyle. When I’m attending open houses and previewing property, I find my desire to find the perfect kitchen and living area for my clients seems to sometimes creep into my view. But why? I’m not the one buying the home!
For your buyers, this question could totally change the way your show them property. Even though they’ve mentioned to you how much they love to cook, which has you on the lookout for the perfect kitchen, perhaps the most important room to them is the master bedroom where their favorite thing to do is sit and read in bed. What if the client likes to work from home, and an at-home office is their favorite place?
Wouldn’t you be surprised if your buyer replied, “the master bathroom.” Turns out your buyer has long legs, loves to take baths, but doesn’t fit in most tubs. I’m sure they’d feel silly testing out tubs while on a property tour with you, but now you’ve shown an interest in their needs and they will feel comfortable expressing them to you. Won’t they be impressed the next time you take them out on a property tour and can list the length of the bathtubs in each property, because you measured them prior to showing to make sure they’ll fit?
For your Sellers, this question could completely change the way you show their home. What if your seller’s favorite room in the home you have listed with them is the garage? Huh? Did I hear that right? The garage!? Well, it turns out they’ve set up an incredible workshop in the garage and have spent hours out there in their happy place. They’ve even wired the garage to their sound system for music and a flat screen tv! To you, it just looks like a simple work station to tinker at. To them, it is heaven. I bet you never thought of featuring this workshop in your marketing materials except to simply list “2-car garage with workshop”.
Until you ask the client what they really want and love, how will you know what to look for or how to sell it?
So now I ask this simple question, “What is your favorite room?”
Try it. You’ll be amazed at what you’re able to find out.
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