"Do you understand? Do you have any questions?"

By
Managing Real Estate Broker with Fathom Realty AR LLC PB00068179

"Do you understand? Do you have any questions?"

 

Two terms we use that may be sending the wrong message to the clients.  Presumably, you're asking it because you want to be sure you and the client

have a clear understanding on the terms, listing, agreement etc.  What the client may hear is "He thinks I'm stupid."

Try this phrase instead "I want to be sure I explained everything clearly, is there anything I can clarify for you?"

Secondly we advance to the all dreaded yes/no question which you're best off to avoid.

Try this: "What question(s) do you have?"  This form of question makes it much easier for the client to reveal what is not exactly crystal clear so that you can clarify further. 

Make your client happy and you'll be happy and get that all import and referral. 

Now go out and have a wonderful day and remember:

"It's a great day to buy or sell a home."

 

 

Visit me at www.sellnwa.com

Posted by

 

NW Arkansas the home of WalMart, JB Hunt Trucking and Tyson Foods.

 

Come for a visit stay for a lifetime.  

 

URL http://www.sellnwa.com 

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Ambassador
949,635
Andrea Swiedler
Berkshire Hathaway HomeServices New England Properties - New Milford, CT
Realtor, Southern Litchfield County CT

Very good! I will bookmark this page. Such a simple thing, and yet the change makes all the difference in the world. Thanks!

Mar 04, 2009 06:28 AM #1
Rainmaker
525,369
Dr. Stacey-Ann Baugh
Century 21 New Millennium - Upper Marlboro, MD
A doctor who makes house calls.

Do you understand always seems condescending.  I always try to make things seem like a conversation instead of me "explaining" something.

Mar 04, 2009 06:36 AM #2
Rainmaker
559,247
Lee & Carol Barbour, REALTORS
Murphy and Hayesville, NC; Hiawassee, Blairsville, Blue Ridge GA and Copperhill TN - Murphy, NC
Mountain Living Team in Murphy NC and North GA

It's all in the way we say it and present it. Great tips James.

Mar 04, 2009 06:50 AM #3
Ambassador
805,331
Charlie Ragonesi
AllMountainRealty.com - Big Canoe, GA
Homes - Big Canoe, Jasper, North Georgia Pros

Good answers. When a client asks a question and says , "this may be a dumb question but...." First I answer their question. Then I tell them the only dumb question is the one that is unasked. I am your professional and I am here to work for you. As I work with a lot of first time buyers your scenario comes up a lot. Good way of handling it thanks for the post

Mar 04, 2009 06:53 AM #4
Rainmaker
959,749
Michael Setunsky
Woodbridge, VA
Your Commercial Real Estate Link to Northern VA

James, good way to ask questions. Opened ended questions always require a response that can't be answered with a yes or no. Thanks.

Mar 04, 2009 07:35 AM #5
Rainer
13,787
Hugo Torres
Coldwell Banker Residential Brokerage - Monrovia, CA

Good comments and great blog post.

I have always approached these questions by speaking as plainly as possible and giving examples that most would understand.

For instance, when I describe APN numbers, I always say .."Think of it as the VIN number on your car." Most people get that.

As far as asking, "Do you have any questions?". I have no challenges with it and I don't believe it sends the wrong message. As a matter of fact I encourage questions and always ask that they ask.

Simply because I like things to be a crystal clear. Ambiguity is the achille's heel of most deals and I'd rather ask a plain question then to assuage my point and have wires crossed.

Mar 04, 2009 04:18 PM #6
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James Dray

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