No Mind Reading Needed to Find the Right Home for Sale

By
Real Estate Agent with Keller Williams Realty Boston North West MA-9081217

2-Step Method to Find the Right Acton Home for Sale

 

It was fascinating reading: especially if you currently have, or are looking for, an Acton home for sale. The New York Times’ headline was “After You Read the Listings, Your Agent Reads You.” 

I thought that sounded sort of hokey — especially since I’m one of the agents who is supposed to be doing the ‘reading.’

I had to agree with one of the signs for reading a client’s reaction to a given home for sale. If their “progress from the hall…through the living room…through the dining room…to the kitchen takes 30 to 45 seconds…that’s not so good.” I began to think I must be one of the agents who is an expert at reading clients.

But then the article said, “If they linger for a long time in any one room, that’s telling you that there is something about this room that’s especially interesting to them.” I almost agreed with that, but sometimes a busy client lingers in a room because they have to answer their cell phone. Also, since finding the right area home for sale takes more than an hour or two, sometimes they linger because their feet need a rest.

I became more worried about alleged client-reading abilities when the article went into “pattern recognition” and “primary and recency effects.” Worse, they even started dealing with X’s and Y’s (“You may think you want X, but if you’re shown Y, you may love Y…”).  

            In the end, here's what I think actually matters.  It could be called my own "Two Step Method for Reading Clients": 

Step One: Conversation — discussing your goals. Identifying potential houses to view. 

Step Two (this takes longer): Listening.  

That's it.  No headliner there.  Just good old fashioned customer service.  If you have your own Acton home for sale or are looking for one, why not give me a call today? We'll start with Step One and move forward from there!

Betsy Purcell Logo   Call me!  978-758-7414, or email: betsypurcell@kw.com 

Comments (2)

Alan Kirkpatrick
Austin Texas Homes - Round Rock, TX
Alan in Austin

Betsy: Nice post and very good observation. I was dealing with some clients a couple of weeks ago that believe no matter how many homes they have viewed the next one will be better. Sadly they were missing out on some great opportunities. Once I opened the door and they walked into a home their mind went immidiately to the next one we were going to see. At the close of the day they had little recall on any of the homes we had viewed becasue they had not really looked at them. 

Jun 29, 2013 11:08 PM
Andrew Mooers | 207.532.6573
MOOERS REALTY - Houlton, ME
Northern Maine Real Estate-Aroostook County Broker

This is why videos, on demand open houses can help cure the see it alls. They can and then come through a couple filtered down after the buffet trips take their toll and they are ready. They can tour as many times as they want, leave their shows on or be wearing rabbit slippers late at time in their bathrobe too. It clones you and I and gets more folks inside the property. Around the community with area local videos too.

Jun 29, 2013 11:27 PM