I hear it from other agents ALL the time, that "buyers are liars." While I have had my share (or more) of buyers who tell me they want one thing, then buy something different, I just cannot believe that so many intend to be deceptive. I think, from my own experience, that it can be very difficult to clarify exactly what it is we want. We say things like, "Well, I need 3 bedrooms, 2 baths, and a big yard. And I want a big kitchen, lots of storage, and lots of light." Sure, I can find that for you. And I do. I find EXACTLY what you described, within your price range, AND it's in a great school district. So, why did you go out and buy that 2 bedroom, 1 bath house with the eat-in kitchen, small yard, and no extra storage to speak of? Why did you spend more money than you told me you were willing to, to buy the house that was nothing like what you said you wanted?       

    Could it be that something happened during your house-hunt that made you change your mind about what was important? Could it be that I wasn't paying enough attention and missed some of the unspoken communication? Or did I just not ask the right questions after each showing? Questions like,  "Why do want a big yard?" Maybe they have kids who love to run or they will be putting a pool up. Maybe they like to garden. Maybe they just want privacy and don't need a big yard, but one with a privacy fence or shrubbery to keep nosy neighbors from watching everything they do.  A big kitchen? Is that because they entertain a lot or have every imaginable gadget, or is it so Mom can keep the kids close and watch them while cooking? If so, she may just need something with a great-room design or that is open to the dining area.

     Sometimes it can be a real challenge to get buyers to open-up to us about what they want, and even more so to be able to describe why each feature is important to them. But, if we want to make our customers happy with our service, we have to be able to really listen and ask questions until we have a good understanding, not only of what they want, but also of the reasons behind those wants/needs. We have to take enough time getting to know each buyer as a person so we can go above-and-beyond in our service to them. By doing so, we not only nearly guarantee the sale will be ours, we will also likely be the one who ends up getting referrals and repeat business from the satisfied buyers.

    No, buyers aren't liars, they are just like you and I. They want a place they can be comfortable and secure, a place that gives them roots and a sense of stability. They  want the agent they choose to listen and understand what they say, and to care enough to find them the right property. Are you the agent who is going to listen, or do they have to go elsewhere to get what they want?