Finding out what a person wants in a home.

By
Real Estate Agent with Aksland Real Estate

I have found through experience that the most essential thing a Realtor can do is find out the specifics a person is looking for in a home.  It is essential that you listen when a person tells you that they need a 3 bedroom 2 bathroom home at the very least.  That way you do not waste your time in showing them potential properties with 2 bedrooms and 1 bathrooms.

Some of the questions that I ask buyers is what are you definite needs in a home.  After they tell me, then I ask them what is their list of wants or desires. I then try to find a home for them.  I keep this home within the price range and necessities that they specify.  If I do not do that, then they will look for someone else.

The best advice I can give to any Realtor is LISTEN to your client.  As everyone knows buying a house is extremely stressful, and a Realtor can make this process really smooth or really difficult, depending upon whether they LISTEN to the client or not. 

This not only can help your reputation, but can build you client-base with referrals from satisfied customers. My rule is that the customer is always right.  They are the ones that have to live with the house and you want them in something that they can be happy in for a long time.

Matthew Zgonc

209-614-3103

http://www.buysellmodesto.com

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Show All Comments
Rainmaker
260,449
Dave Woodson
Dave Woodson - Chesterton, IN
Not the Average Agent
I agree 100%, I have a page on my Mortgage Concierge Program that ask the Home Buyer what they are looking for in a home. 
Mar 11, 2008 11:33 AM #1
Rainer
3,043
Stephanie Fischer
Lewis and Clark Realty Inc. West - Yankton, SD

Matt:

You are most definetly correct.  The client has to like the house, not the agent, the needs of the client are the most important.  If you listen to their needs, you will also find that you establish a rapport with them.

Thanks for the reminder...

Mar 11, 2008 11:36 AM #2
Rainmaker
57,100
Carol Judd
Patriot Real Estate - Vernal, UT
Vernal Utah Real Estate
I have had people thank me for showing them what they want not just what I wanted to show them.
Mar 11, 2008 11:38 AM #3
Rainer
256,188
Debi Ernst
St. Charles County, Missouri - Prudential Alliance Realtors - O'Fallon, MO
GRI, e-PRO, Broker/Sales Associate
I agree.   The realtor needs to listen to the client - not push the client into something they don't need or desire.
Mar 11, 2008 11:38 AM #4
Rainer
84,141
Joe Adams
Major Mortgage USA/Branch Manager - Montrose, CO
Listening to your clients..... the hardest thing for a Rookie and a season pro alike is to ask a question and then WAIT FOR THE ANSWERS
Mar 11, 2008 11:39 AM #5
Rainmaker
446,491
Vickie McCartney
Maverick Realty - Owensboro, KY
Broker, Real Estate Agent Owensboro KY

Matthew, Thanks so much for reading my question and taking the time to answer it. 

I read your blog about listening to your customers.  It's funny you should mention it, but I have had some customers call me wanting to switch from their Realtor complaining that they don't "listen" to them.  Obviously I don't take them as a "client" unless they have had the discussion with the realtor they were working with because (especially if they were working with someone in the same office as me) sometimes it is just miscommunication, and I would hope someone would do the same for me.

Mar 11, 2008 01:56 PM #6
Rainer
77,641
Latonia Parks
Top Bragg Realty, Fayetteville NC, Home of the 82d ABN DIV - Fayetteville, NC
Military Relocation Expert
I think listening is a discipline.  Often you are tempted to send something to a client that doesn't quite meet their stated specifications.  I have to remember to do what they ask of me so I won't be accused of the same thing.  Things are looking better daily as a result.
Mar 11, 2008 11:22 PM #7
Rainer
83,312
Matthew Zgonc
Aksland Real Estate - Modesto, CA
Realtor, CFS, CVS
It does take a while and often people do change their minds about their needs and what is a want and what is essential. I personally went through 7 agents before I came into the industry, before buying a home, because either they didn't listen to me or belittled me because I did not want to buy then or there. I wanted to find the right home for me and my wife.
Mar 12, 2008 09:06 AM #8
Rainmaker
956,770
Kathy Clulow
RE/MAX All-Stars Realty Inc. Brokerage - Uxbridge, ON
CNE - ASP - SRES .... Uxbridge Ontario Real Estate

Matthew - Here is a quote my webguy/hubby uses that fits

I know you believe you understand what you think I said but what you don't realize is what you heard is not what I ment.

Mar 12, 2008 09:32 AM #9
Rainer
83,312
Matthew Zgonc
Aksland Real Estate - Modesto, CA
Realtor, CFS, CVS
Good point Kathy.  That is why I always clarify what is said.
Mar 12, 2008 11:56 AM #10
Rainmaker
151,860
Leslie Bloss, Bellevue Real Estate Professional
Bellevue, WA

Hi Matthew,

Sometimes it helps if you get a picture of what their previous home looked like (if they really liked it).

Mar 12, 2008 04:32 PM #11
Rainer
83,312
Matthew Zgonc
Aksland Real Estate - Modesto, CA
Realtor, CFS, CVS
Thanks for the hint Leslie.  I did not think about doing that.
Mar 12, 2008 04:42 PM #12
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Rainer
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Matthew Zgonc

Realtor, CFS, CVS
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