What Lens Are You Looking Through?
We all have different perspectives – different lenses we gaze through which color our interpretation and impact how we behave.
I worked for a Sr. VP in one of my corporate roles years ago and he always encouraged us to consider the lenses that others are looking through when a certain situation arises. (photo courtesy of bgottsab on Flickr)
It’s certainly an apt analogy in our business.
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Sellers often fail to look at their home the way a buyer would. Their lens is that of homeowner selling a home. They would be better off looking at their home through the lens of the buyer:
How does the home look when you first approach?
How does it appear on-line?
Is there clutter or ugly carpet or gaudy paint?
Are there noticeable defects or deferred maintenance the buyers will need to deal with?
Agents sometimes only consider their perspective when working with buyers or sellers. It may not be intentional to do so given our role, but looking through the lens of the buyer or seller, while it may be more difficult, will enable you to be more empathetic and understanding of their viewpoints. The real estate professional’s lens is NOT the only one, but we often forget that.
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No doubt there are multiple perspectives, or lenses, for each situation we encounter which involve other people in our real estate transactions.
And doing our job effectively will come from not only looking at the transaction from the lens of the knowledgeable real estate professional, but from the individual perspectives of our clients and others in the process (the mortgage officer, the inspector, the appraiser, the agent on the other side, the buyer, the seller) so that we can better address their needs, concerns and questions. Just becuase their persepctive is different doesn't mean it's wrong.
And looking through others' lenses conveys that we DO understand and empathize, even in the midst of problems and delivering tough messages, even if we don't agree.