Many years ago I heard someone say that selling in all forms is not manipulation of the buyer but rather helping that buyer come to a conclusion faster than they would naturally reach that conclusion themselves. This is done through providing information, statistics, and experience to the buyer’s portfolio of knowledge as questions and opportunities arise. And this is my heart for the business: to save you time, aggravation, and expense throughout the process.
It is an important part of the qualifying process especially in real estate where it helps the buyer understand what it is they want and what they are asking for. One of the challenges of the internet is that the professional does not get the face time to ask the questions such as “what do you do for fun?” (there are many others too) which has lead in the past to the need for a hobby room with a 220 volt power outlet to run the kiln.
The internet does not always allow for that kind of interchange of ideas, and I think people may be short changing their own efforts by not engaging with a professional in the field.
I see my real estate practice as one of helping folks save time, by asking them questions, having them negotiate the family priorities, and solidify their objectives, before we ever get in the car to look at homes.
Would love your thoughtful responses to this…