Tell Your Realtor To Shut Up And Listen To You
May 1st, 2008 Buying Tips, Investor Tips, Lake Martin, Seller Tips John
I grew up on Lake Martin, in the real estate business. I know what I like. I know which parts of Lake Martin I prefer. I have been all over this lake, and have friends in every corner. But guess what…
No one cares about that.
Especially my clients… nor should they.
One of the first things my dad taught me about Lake Martin real estate was “don’t show them what you like, show them what THEY like.” Simple but true.
The key to helping people be happy with their waterfront property is to focus on what they think, not you.
A realtor’s local knowledge and experience does matter, but only to the extent that they use that to help their clients get what they want. There are all kinds of buyers out there.
Some Lake Martin buyers prefer Kowaliga Creek to Blue Creek. Some prefer the Preserve at Stoney Ridge to the Ledges at The Ridge. It doesn’t matter what I prefer.
On the selling end, in order to be the best listing agent, I must look at a seller’s lake home with the eyes of an unbiased buyer, not filtered by my own preferences. I have to market each home based on its own unique properties. You don’t market a condo in Stillwaters the same way that you do a cabin in Little Kowaliga.
So how do you find out what people want? You shut up. You ask a good question, then you shut up and listen to their answer.
Not that I am perfect at this. I constantly have to remind myself to be quiet and listen. I make it a habit to ask specific, dialog inducing questions - not “did you like that waterfront lot?” - rather “what about that lot did you like?” The latter helps me understand their reasons instead of just logging a result.
The more I learn about the client, the better I can help, and the happier they will be.
I believe it was jazz great Dizzy Gillespie that said, “It’s taken me much of my life to learn what notes not to play.”
Amen, Dizzy.
May 2nd, 2008 at 4:08 am
John - Thanks for reminder. Listening is a skill few of us bother to use enough.
I don’t know how many buyer’s I’ve met that tell me the story of a previous Realtor that showed them homes that did NOT meet the criteria they’ve indicated. While it made me wonder why, I also had to ask myself, “Do I do that?”
Again, good points!
May 2nd, 2008 at 8:58 pm
John,
Thanks for stopping by at The Spokesrider and for your kind words. It would be nice to visit the Lake Martin area again sometime. We have good memories of our visit.
On some of my bike rides I do a lot of stopping to talk to people about the history of their homes and their area. It seems I get to meet interesting people when I don’t know too much, because then I have to ask questions and listen to answers.
John G
May 4th, 2008 at 4:19 am
Exactly John… Listen and they will tell you what they want. Every once in a while I’m asked directly “Which do you prefer? I always couch it is the “Why I prefer, and these reasons may or may not make sense to you.”