When we first meet a client, we must determine who makes the decisions. This is easier said then done in most cases. Who does all the talking? Is the silent partner, shy, or waiting to convey their concerns out of my presence?
I try, first by listening to my client. When I get conflicting messages from what I hear, I must interpret.
The danger of trying to interpret, when dealing with relocation, is that my clients come from all over the country and in some cases, the world. Our country is made up of a melting pot of lifestyles and traditions; too many backgrounds for any one agent to interpret. In cases such as these my job is to ask questions and get the answers I need to serve my client to the best of my ability.
When in doubt, ask questions. If you don't understand the answer, clarify...
How do you handle buyers, whose wants and needs are hard to put your finger on?
Authored by Paul S. Henderson, Realtor ®, RE/MAX Professionals & Four Seasons Inc.
Dupont, Lacey & Olympia, WA.
©2009 Paul S. Henderson, Are you a listener or an interpreter, All Rights Reserved
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