He Knew What He Wanted or Did He?

Real Estate Broker/Owner with HomeRome Realty 410-530-2400 311291



He was looking for the perfect house.


The perfect home


Years ago, working with a buyer who knew precisely what he wanted in his house, and we even made a list. It had to be in the county, excellent schools, energy-efficient, central air, attached garage, hot tub, big modern kitchen, and he wanted to make sure it was a financially sound investment. Should he need to sell in a few years, he wanted an area that would hold it's value.

We looked at many homes that matched the above criteria, but nothing quite fit. During this time, I learned more about this buyer, where he grew up, information about his family, and what were his favorite memories of his childhood home? 

Then I asked if I could show him a property, not in the neighborhood he described. I asked him just to trust me. We went to this home in a historic area, loaded with charm and character. No, it did not have the big modern kitchen, or the attached garage or the energy-efficient windows. But the look on his face, I knew he was home! 

If I had continued showing him just what he thought he was looking for, we never have settled. I'm pretty sure he was looking with his head and then bought it with his heart. It's been many years, and he still loves this exceptional home, loves the neighborhood. 

He only thought he knew what he wanted!

You've heard reading between the lines.

When listening, make sure you listen between the sentences.


If you are looking for that special unique home

Call Margaret Rome


Margaret Rome


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Endre Barath, Jr.
Berkshire Hathaway HomeServices - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

Yes Margaret I have done that as well, certain buyers think they know what they want but as you listen you realize they want something else.... key is recognizing it, Endre

Apr 26, 2020 10:19 PM #1
James Dray
Fathom Realty - Bentonville, AR
Exceptional Agents, Outstanding Results

Morning Margaret.

For the many homes I have lived in and those that I have bought, there is only one I wish I could get back. It is located in Russellville, Arkansas.  What memories sit still holds for me

Apr 27, 2020 02:19 AM #2
Michael Jacobs
Pasadena, CA
Los Angeles Pasadena 818.516.4393

Hello Margaret - Like Endre Barath, Jr. this has happened to me as well.  One situation I remember was one of my first in real estate.  The buyers were relocating and after several unsuccessful attempts, they decided to lease.  Temporarily they said.  Even as a new agent, I thought this likely meant the end.  Until they resurfaced and after showing them two homes they thought were "perfect" I showed them a home that had been on the market for a while.  It was "perfect" for them even though on "paper" it didn't seem so.  

Apr 27, 2020 05:43 AM #3
Paul S. Henderson, REALTOR®, CRS
Fathom Realty Washington LLC - Tacoma, WA
South Puget Sound Washington Agent/Broker!

When I used to work with a lot of military buyers I always had to explain to them how our market is so much different. Most of the information the military gets is from people they serve with and is very dated about the area they're shipping into...

Happy Monday Margaret Rome Baltimore 410-530-2400 

Apr 27, 2020 07:32 AM #4
Carol Williams
Although I'm retired, I love sharing my knowledge and learning from other real estate industry professionals. - Wenatchee, WA
Retired Agent / Broker / Property Manager

Hi Margaret,
This happens more than you'd think, doesn't it? I wrote about a similar experience just the other day. 

Apr 27, 2020 08:50 AM #5
Anna Banana Kruchten CRS CRB, Phoenix Broker
HomeSmart Real Estate BR030809000 - Phoenix, AZ

Hi Margaret - how many times have we heard this story!  You asked this guy all the right questions to understand and know him. He led you to the perfect home with his words. Don't you love it when they 'fall in love' with a home that wasn't on their radar but you knew it really was.....it all comes together perfectly!

Apr 27, 2020 09:34 AM #6
Margaret Rome Baltimore 410-530-2400
HomeRome Realty 410-530-2400 - Pikesville, MD
Sell Your Home With Margaret Rome

Endre Barath, Jr.  So true with buyers "...as you listen you realize they want something else.... the key is recognizing it.."

Apr 27, 2020 09:38 AM #7
Margaret Rome Baltimore 410-530-2400
HomeRome Realty 410-530-2400 - Pikesville, MD
Sell Your Home With Margaret Rome

James Dray Would you consider writing about that one special home and your memories. That would be a good read!

Apr 27, 2020 09:39 AM #8
Myrl Jeffcoat
GreatWest Realty - Sacramento, CA
Greater Sacramento Real Estate Agent

That ability to understand there are homes for clients that have a criteria other than what they describe when talking with them, is a very valuable gift, Margaret.  I too, have had similar experiences.  It becomes easier when we listen rather than talk.  So much of what a client may convey in information, is in between the lines of what they say.

Apr 27, 2020 11:11 AM #9
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Margaret Rome Baltimore 410-530-2400

Sell Your Home With Margaret Rome
Sell Your Home Margaret Rome 410.530.2400