In Real Estate, professionals of every category often have to play armchair psychologist to "understand" what is going on in the minds and hearts of their clients. What is behind their wanting to buy or sell a house? Are they telling you the straight scoop or holding something back from you? Have you spent enough time with them to build up that rapport and trust or do you have a way to go? Is their mouth buttoned shut with them just feeding you piecemeal information or are they a blabbermouth with you? There comes a time in the relationship with real estate or in life of
Understanding Clients That Are Yoda Dogs.
Meaning, your job as this detective psychologist is to understand where they are coming from. Not offering couch time for them to fix all their dysfunction or childhood traumas but to come to some level of acceptance of the behavior you are seeing. Now why is this dog dressed up as a Yoda? Fetish? Halloween costume? Mommy did this to me? I love fun. My wife made me do it. I am part of the local Yoda society. You get the picture. Find out why Yoda is Yoda by doing two things:
1. Ask MANY open ended, non YES/NO questions and listen. Pepper them with questions.
2. Follow their actions MORE than their words to find out what REALLY IS TRUE.
Do not ever ASSUME you know why Yoda is Yoda coming in your door!!! People can completely fool you. Some high income buyers wear sandals and jeans with holes in them. You are trying to uncover the real them. What makes them tick? What is the sense of urgency OR NOT to buy or sell. Remember questions and actions. Do they embrace new technology and social networks like you or are a Luddite? Do they have loyalty to you or not? Some clients you need to turn down. Put this phrase in your mind when that happens. It's OK. Maybe Darth Vader is more your type. Enjoy working in a people business with the give and take of personalities we see every day with our own. But the sooner you get the read on people, an accurate read, the further ahead you will be to truly helping those you can help. May this understanding FORCE always be with you.
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