Are You Really Listening or Just Hearing? Listen to LOCATION and PRICE!!

Are You Really Listening or Just Hearing? I was inspired by Gary Woltal's post about how we should listen to our clients then go find them what they want. Then Michael Jacobs wrote a post about listening more carefully. It made me think about a huge lesson I learned in my early days of selling real estate about listening and not just hearing. 

I was working with an older couple (keep in mind I was around 30 years old so everyone looked older to me). In the initial interview process I went down my checklist asking questions about their list of wants and desires. Number one was a house without stairs. Okay I could understand that perfectly. It was apparent that they were looking retirement in the face and with that came bad health or I at least I assumed.

So off we go in the pursuit to find the right home. I had a list of lovely ranches meeting all the criteria. And I was especially proud that none of them had stairs since this was a challenge itself in hilly Tennessee. After looking at a half dozen homes without any of them lighting the fire of my buyers, we when back to the office to regroup.

Back to the MLS book we went searching for something I may have overlooked. The buyers spotted a house (a pretty tri-level home) that had the square footage they wanted, the price and location they wanted but I could definitely tell had stairs. I mentioned this problem with steps to them and they asked to see it anyway. After we looked of course they wanted to buy this one and the whole process had me in utter confusion.

So when writing up the offer for the now extremely happy buyers I just had to ask why they would consider a home with steps when this particular home had not one set but 3 sets of stairs.  Their answer was very telling.

When they thought about stairs they envisioned a straight steep run of steps with no place to rest along the way. This house had 3 shorter runs of steps with only 5-6 steps in each run. They told me they felt safe with that and it wouldn't tire them out or make them feel unsafe going up or down. Now that was a eye-opener for me.

I had asked the right questions, so I thought, even heard and taken notes but I hadn't gone to the next step of totally understanding or asking for a clearer explanation about their statement.  I made my assumptions. If only I had said, If you found the right house that has a few steps here or there would you consider looking at it? I could have saved us all time and zeroed in much sooner on their real motivations.

Are You Listening or Just Hearing? I am hearing loud and clear now.

 

If you are a buyer or seller in Clarksville and want an agent that will really listen and understand what your goals are, then you need to contact Clarksville Realtor Debbie Reynolds at 931-920-6730. We can begin the home search together for your next Clarksville home.

 

Want To Know What Debbie Has to Say? 

If you are needing Real Estate services in Clarksville TN it would be my pleasure to assist you!

 

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"The Real Debbie Reynolds" at DebbieReynolds.net

Prudential PenFed Realty, 2503 Wilma Rudolph Blvd., Clarksville, TN 37040

An independently owned and operated member of BRER Affiliated, Inc.

Not affiliated with Prudential. Prudential watermarks used under license.

931-920-6730 (office)   931-320-6730 (cell)