In driving around with buyers this time of year you hear about summer VACATION plans. Some may be scaled back this year with the exorbitant cost of gasoline. But the joke is always of yesteryear with the kids in the back seat pounding on Mom and Dad with that incessant chant of
ARE WE THERE YET??
Why are kids just so darn impatient? I've also wondered why it seems like driving home goes faster than driving to Yellowstone. Oh well, another day to ponder that one.
Which brings me to today's topic.
QUESTIONS
Have you ever thought in life how many questions you may have asked along the way? Are you still asking questions? Not dumb questions, but GOOD questions. The W's like who, what, where, why, when and the how? Those are the specific closed ended ones. I like the free form open ended questions. What do you think about that? How did that make you feel? Just pepper your listener with questions and control the conversation.
In real estate it is good to get a good handle on questions. It helps in learning, discovery, putting it all together. More than just how many bedrooms and baths. How about lifestyle? Where will the family likely be in five years? More children? Retiring? Expanding the back of the house with a pool or deck? Maybe need a house with some more land.
It can probably be correctly thought that the question is even more important than the answer. But it takes keen listening up front before you can formulate the question and it pops out so naturally.
Listen well. Then ask those GREAT questions. Think about Rosa Parks on that bus where they told her to move from her seat or be arrested. She refused and was arrested. As she was taken off the bus she asked, "Why do you push us around?" And the world changed from that day forward.
Be a good questioner, and change the world one day at a time.
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