Reblogger Bruce Kunz
Real Estate Agent with C21 Solid Gold Realty, Brick, NJ, 732-920-2100 NJ RE 0573010

This post by Grant Schneider really defines how REALTORS should be assisting clients.


Original content by Grant Schneider

People have a perception of a salesperson as a pushy person trying to convince someone to buy something he or she does not need.

But now what is your perception of your doctor when you have a problem or a pain? If you are going because of stress, anxiety, or pain you are looking for the doctor to relieve your pain and solve your problem. This is the exact opposite image that you might feel about sales? Is it the profession of sales or is it something else? It is something else and here is why.  Your doctor facilitate the solution to your pain or your problem.

If you visit your doctor because you have a pain in your back the doctor does a complete examination and asks you many questions including, “Where does it Hurt? How long has it hurt? What activity were you doing?” and so on.  Your doctor acts as a facilitator.  She may then suggest some of the possible causes such as a torn tendon. Then she asks if you have experienced unusual activity that might be related to your pain. She is helping you discover the root cause of your pain so that you will understand the need for a prescribed treatment. No surprise. These were your expectations when you came in. You did not expect her to greet you at the door and say, “You are in luck today because we are running a special on back surgery. You would be running the other way if you heard that.  Why not follow your doctor's example and  be a sales doctor.

In real estate you are facilitating the deal. You are assisting people with solving their needs. Doesn’t that make much more sense than trying to sell your client something. You will be more successful in the role facilitator or even of assistant buyer.

In the past salespeople were taught to concentrate on making the sale and closing the sale. Since today’s buyers are no longer willing to be sold do you wonder why you experience resistance when you use this method? Instead of being the salesperson you should become the doctor or the assistant buyer. You are assisting your prospect in determining her wants and needs and, only then, are you offering solutions. Ask questions like a doctor diagnosing their needs.

Listen to your prospect’s wants and needs. Then ask some REWARD questions. For example, how will this new home improve your family's quality of life?  What are some of the aspects of a new home that would do that?

Next ask some CONSEQUENCE questions. For example, what will happen if you fail to move to another home?  How will your family plans be affected?  Will the smaller space work ok with your growing family?


Nonverbal Communication

By alternating questions, you are assisting your prospect in diagnosing pain and deciding on the right solution. Congratulations. You are an assistant buyer.  Go to our web site for a similar post titled HOW TO ASSUME THE ROLE OF ASSISTANT BUYER.

Learn how to get more sales by becoming an assistant buyer.

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or call 914-953-4458.


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Posted by


Bruce Kunz, Sales Associate, SRES & ePro.

Century 21 Solid Gold Realty, Brick, NJ .

  • 721 Blvd, Brick, NJ  08723
  • office: 732.920.2100, fax: 732.920.2660 
  • Bruce's Cell: 908.330.5122, fax 206.339.3302
  • email:







Nick Vandekar, 610-203-4543
Realty ONE Group Advocates 484-237-2055 - Downingtown, PA
Selling the Main Line & Chester County

Good repost, missed this one of Grant's wisdoms.

Aug 09, 2017 09:00 AM
Roy Kelley
Retired - Gaithersburg, MD

This is an excellent selection for a reblog. Thanks for sharing.

Aug 14, 2017 04:08 AM
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Good Morning Bruce - I hope you have had a very productive summer.

Aug 27, 2017 06:06 AM
Debb Janes
Nature As Neighbors - Camas, WA
Put My Love of Nature At Work for You

Oh my goodness, this is an old one of Grant's. Thanks for sharing it. Grant is always worth a reblog. 

Feb 22, 2018 06:17 AM
Joan Cox
House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

Bruce, looks like you have been away for a while, and hope you post soon.  Thanks for stopping by my blog.

Feb 25, 2018 06:42 AM
Carla Freund
Keller Williams Preferred Realty - Raleigh, NC
NC Real Estate Transition & Relocation 919-602-848

Bruce, nice re-post! I ask lots of questions and give information that will help home-buyers make the most informed decisions.

Feb 26, 2018 06:16 AM
Gene Mundt, IL/WI Mortgage Originator - FHA/VA/Conv/Jumbo/Portfolio/Refi
NMLS #216987, IL Lic. 031.0006220, WI Licensed. APMC NMLS #175656 - New Lenox, IL
708.921.6331 - 40+ yrs experience

I like Grant Schneider 's presentation of positive questions for clients given at the end of the post, Bruce Kunz.  Sometimes I'm so worried about seeing to every detail needed in the mortgage process that I overlook the mental/emotional facets of my clients' financing and buying.  It's the right thing to do ... but it also makes good marketing sense, as well.

Great re-blog ... thank you!


Feb 28, 2018 11:50 AM
1~Judi Barrett
Integrity Real Estate Services 116 SE AVE N, Idabel, OK 74745 - Idabel, OK
BS Ed, Integrity Real Estate Services -IDABEL OK

We actually are the facilitators here at Integrity Real Estate Services.  That's defines our job quite well.

Mar 07, 2018 05:08 PM
Yolanda Cordova-Gilbert
Richmond, TX

Great re-blog I had caught it first time around! But it never hurts to read it again, if you think about it doctor's are sales people they do not have to push hard but if they do not operate they do not make much $$$.

Mar 19, 2018 12:36 PM
Sheri Sperry - MCNE®
Coldwell Banker Realty - Sedona, AZ
(928) 274-7355 ~ YOUR Solutions REALTOR®

Hi Bruce Kunz - Grant Schneider always has blogs that we should take notice of. I have never tried to sell a client on a particular home or area. I do try to make buyers understand what type of market we are dealing with to help them. 

Mar 30, 2018 11:51 AM
Joan Cox
House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

Bruce, great choice for a reblog, and hope you return to ActiveRain soon.  Happy Easter!  

Apr 01, 2018 06:56 AM
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Good afternoon Bruce - I hope that you are having a great 2018.  Thanks for commenting on my blog.

Apr 05, 2018 11:15 AM
Endre Barath, Jr.
Berkshire Hathaway HomeServices California Properties - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

Bruce, yes I am a deal maker not a deal breaker, our friend Grant Schneider  did write a great post indeed well deserved for a re-blog, Endre

Apr 09, 2018 10:57 PM
Amanda S. Davidson
Amanda Davidson Real Estate Group Brokered By Real - Alexandria, VA
Alexandria Virginia Homes For Sale

Bruce, this is an excellent post from Grant. I had missed it, thank you for sharing. I've always liked real estate because it's never felt like sales. 

Apr 25, 2018 06:03 PM
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Hi Bruce, just checking in to see what is new in your area of the market.

May 06, 2018 04:28 PM
Debe Maxwell, CRS
Savvy + Company (704) 491-3310 - Charlotte, NC

Great one to re-blog, Bruce! I agree - our titles should be more of a project manager (facilitator) than 'sales people!'

Jul 27, 2018 06:42 PM
Lisa Von Domek
Lisa Von Domek Team - Dallas, TX
....Experience Isn't Expensive.... It's Priceless!

Great choice for a reblog Bruce Kunz .  Grant Schneider's posts should not be missed! 

Jul 31, 2018 03:35 PM
Debbie Reynolds, C21 Platinum Properties
Platinum Properties- (931)771-9070 - Clarksville, TN
The Dedicated Clarksville TN Realtor-(931)320-6730

We are actually called facilitators if we are not representing a client. That is Tennessee State law. Good reblog, Bruce.

Aug 01, 2018 06:48 PM
Endre Barath, Jr.
Berkshire Hathaway HomeServices California Properties - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

Bruce just wanted to stop in how you are doing, hope all is well and staying busy, Endre

Aug 09, 2018 11:48 PM
Pam Dent
Gayle Harvey Real Estate, Inc. - Charlottesville, VA
REALTOR® - Charlottesville Virginia Homes / Horse

As long as your focus is on helping the client and not on making a sale you will have a good career.  Often people do not realize how much we do after the home is under contract.

Feb 09, 2019 01:19 PM