So, you've been doing this real estate business gig for a while.  You have your scripts and marketing down pat.  You know your MLS and your housing market.  Showing homes is second nature and you can breeze through the features with aplomb.  No sweat, no worries, right?

Well slow down a second...

That young couple sitting at the table with you hasn't done any of it before.  So they're excited.  And they're sweating.  And they're worried.

They decided it is time to get out of the apartment complex they have been in for a couple of years.  They know they want a starter home, with a fenced yard for the dog, and a view out the windows.  They want a rose bush. They want to park in a garage and not carry groceries through the rain.  And they know there is a third family member on the way, in just a few months.

While you are smoothly working your scripts, are you listening?  Are you looking into their eyes?  Are you sensitive to the thoughts around the table?  Are you listening with empathy to their conversation?

"Can we get a home loan?  Should we trust this broker to help us find a home?  What about that mortgage banker he wants us to meet.  I mean, it's a lot of debt, Honey.  What about the baby?  I'm nervous. We'll need more furniture.  We'll have to get a mower.  What about appliances?  Where will the money come from? We can do it, Sweetie (I think. Or, I sure hope so.)"

Take time to REALLY grasp if your clients understand.  Have them tell you what you said, so you can see if they have it or if it is all going past them.  Remember buying your first home; signing a ton of papers that were thrust in front of you and wondering "What the heck am I doing?"  Try to reduce that confusion in your clients.  They'll love you for it.

Sales pros will tell you it is a numbers game.  There is truth to that.  But, your clients don't know that, and your challenge is to work your numbers, but deal in a humane and sensitive way with people who are taking the biggest financial step in their lives.

Helping first time buyers is fun, rewarding, and also demanding.  Do it right, and you'll love it!