Coaching Corner: Are you asking the right questions?
By Marilou Butcher Roth
It is our responsibility to adequately inform consumers along the way. Consider asking this potential client “have you seen other homes?†If the answer is yes, you can proceed with “have you viewed them with the listing agent(s) of the property or one specific agent?†Their response will give you a clearer answer as to how to proceed. Communication is key.
This also holds true for how we identify client needs. Consider this example — a client tells you they want a 4 bedroom, 2 bath home with a large yard. Off you go, finding them EXACTLY what they have requested. Each beautiful home you view with them brings the same results of “it's just not right.†OK, you have done your job…or have you? When a client gives you their wish list, it is wise to go deeper with your questions. I know there is the old saying out there that buyers are liars, but they really aren't, sometimes they just are not clear about what they really want, and why.
So, what if you asked this client how they see themselves using this “large yard?†Do they have a dog? Do they like to garden? You get the idea. As you open up this conversation, it seems “no†is the consistent answer. It seems they grew up in a house with a big yard, all of their siblings purchased homes with big yards and until they really gave this some thought, it was a natural response to think they wanted a big yard as well! But their reality was that big yards did not work for them, and your skillful line of questioning brought them to that conclusion!
Tune into your client, listen to what they are saying, and what they are not saying. Pay attention to your gut feelings, they are important. Be naturally curious. Your client will thank you and you will be much more efficient with your valuable time!
Marilou Butcher Roth
Marilou Butcher Roth is the owner of The MBR Group, a coaching and training company working primarily with REALTORS who have a desire to work and live from a more inspired place. She is also the Broker/Owner of Group REALTORS in Cincinnati.
Marilou is a member of the Ohio REALTORS Board of Directors and past chairman of the organization’s Communications Committee.
