I agree 100%, I have a page on my Mortgage Concierge Program that ask the Home Buyer what they are looking for in a home. 

Matt:

You are most definetly correct.  The client has to like the house, not the agent, the needs of the client are the most important.  If you listen to their needs, you will also find that you establish a rapport with them.

Thanks for the reminder...

I have had people thank me for showing them what they want not just what I wanted to show them.

I agree.   The realtor needs to listen to the client - not push the client into something they don't need or desire.

Listening to your clients..... the hardest thing for a Rookie and a season pro alike is to ask a question and then WAIT FOR THE ANSWERS

Matthew, Thanks so much for reading my question and taking the time to answer it. 

I read your blog about listening to your customers.  It's funny you should mention it, but I have had some customers call me wanting to switch from their Realtor complaining that they don't "listen" to them.  Obviously I don't take them as a "client" unless they have had the discussion with the realtor they were working with because (especially if they were working with someone in the same office as me) sometimes it is just miscommunication, and I would hope someone would do the same for me.

I think listening is a discipline.  Often you are tempted to send something to a client that doesn't quite meet their stated specifications.  I have to remember to do what they ask of me so I won't be accused of the same thing.  Things are looking better daily as a result.

It does take a while and often people do change their minds about their needs and what is a want and what is essential. I personally went through 7 agents before I came into the industry, before buying a home, because either they didn't listen to me or belittled me because I did not want to buy then or there. I wanted to find the right home for me and my wife.

Matthew - Here is a quote my webguy/hubby uses that fits

I know you believe you understand what you think I said but what you don't realize is what you heard is not what I ment.

Good point Kathy.  That is why I always clarify what is said.

Hi Matthew,

Sometimes it helps if you get a picture of what their previous home looked like (if they really liked it).

Thanks for the hint Leslie.  I did not think about doing that.