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Finding out what a person wants in a home.

I have found through experience that the most essential thing a Realtor can do is find out the specifics a person is looking for in a home. It is essential that you listen when a person tells you that they need a 3 bedroom 2 bathroom home at the very least. That way you do not waste your time in showing them potential properties with 2 bedrooms and 1 bathrooms.

Some of the questions that I ask buyers is what are you definite needs in a home. After they tell me, then I ask them what is their list of wants or desires. I then try to find a home for them. I keep this home within the price range and necessities that they specify. If I do not do that, then they will look for someone else.

The best advice I can give to any Realtor is LISTEN to your client. As everyone knows buying a house is extremely stressful, and a Realtor can make this process really smooth or really difficult, depending upon whether they LISTEN to the client or not.

This not only can help your reputation, but can build you client-base with referrals from satisfied customers. My rule is that the customer is always right. They are the ones that have to live with the house and you want them in something that they can be happy in for a long time.

Matthew Zgonc

209-614-3103

http://www.buysellmodesto.com

Posted by Matthew Zgonc, Realtor, CFS, CVS on 03/11/2008 11:28 AM

Comments (12)

buy, sell, modesto, realtor, client, agent, home, houses, referrals, customers customer

12 Comments on Finding out what a person wants in a home.

MAR

2008

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.

MAR

2008

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.