This week, I was out showing houses to first time home buyers.
It was our first day looking at houses. The first day out gives the buyer and I an opportunity to get to know each other better. We find out more about each other, and as we look at more houses, and they tell me their likes and dislikes, I am able to get a better "feel" of what they are really looking for in a property.
We looked at one house, and I asked what they thought of the house. "Well, it’s really nice." I could sense the hesitation and I thought that they really didn’t care for the house too much. Tell me what you like and what you don’t like about the house. ‘Well, I like the yard, it’s nice and big, and the tile inside is nice. The house is nice.‘ I could see that we probably weren’t going to get anywhere like this. This buyer was being too nice.
It was time for me to get up on my little soapbox for just a minute. ‘It’s okay if you don’t like a house, it’s not going to hurt my feelings. It’s not my house, I don’t live here, I never did. The more open and upfront you are with me about your likes and your dislikes in the houses we look at, the easier it will be to narrow your search down to properties that have the amenities that you are looking for. I don’t care which house you buy. I just want to be able to help you find a house that is going to suit your wants, as well as your needs. So, I am asking that you don’t sugarcoat it when we talk about the houses we see. Play it straight with me. It will make it much easier for both of us.’ I carefully explained.
"Okay," my buyer blurted out, "I don’t like this one at all." And, she proceeded to tell me exactly what she didn’t like about the property.
Terrific, now we we’re really going to be able to make some headway.
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