Do you have the ears for success? I believe most agents' fail in the business for not utilizing their listening ability. Do YOU find your clients "dream home" or do THEY find it, and ask you to show it to them? Do you understand the difference?

Any agent who has survived the business through at least a few transactions, will tell you that most clients who purchase a home, will purchase the home with many (or all) of the features or qualities that the Client specifically said they did not want. Case in point: the client tells the agent "I will only buy a single level, with at least a half of an acre of land". Then the client ultimately puts in an offer for a two-story home, on a quarter acre.

My strategy is to go over the Clients "must have" list, but more importantly I try to dissect exactly why those wants and needs are there in the first place. Rather than cross of any "two story" because they said they don't want one, I ask "what is it about a two story you don't like?" Perhaps their real motivation is that they don't want to walk up stairs to go to bed. Well there are number of homes with a master on the main level, and the only thing upstairs is a few rooms that can be used for their visiting kids or grandkids (who wont mind stairs). I take them out to look at a few homes, and "get into their head". Just because they suggest they "don't like the kitchen" I want to know why. Is it the layout, the cabinets (or lack there of) what EXACTLY do you not like?

Rather than compiling lists of "like and don't like" why not understand what features are important and WHY. You may be surprised of how many agents will cross off potential homes because the home has something on the list the client said they did not want. Then that same agent is upset when the client moves on to a new agent who sold that Client the very home the client said they "didn't want". The difference was the new agent engaged the client and uncovered their true motives and desires. Rather than being upset at the client for purchasing a home they said they did not want maybe one could accept an amount of responsibility for not truly understanding their buyer. Do more than listen...hear.  Even in a down market, the keys (or ears) for success is out there!  Wishing all agents a prosperous Holiday Season.  May you all find your inbox full of leads, and your schedule filled with showings!

From the continuing series "From One Agent to Another".