So, you think that you know what your perfect home looks like?

I have learned that it is critically important for a Realtor to listen to the client describe the "perfect" home, but listen with "understanding."

What is heard from the buyer or rental condo client is "I want a newer building with up to the minute appliances and finishes." The first property that I recently visited with such a client resulted in conversation that went something like this:

"I know this is a brand new building, but eeeeeeew, I didn't like the unit! The closets are very small, and there is no dining room for me to arrange my pretty dining room furniture. It's all so OPEN in the design! And that kitchen/living room is rather small as well!"

"Well," I said, "this is the design trend of today's builders; the separated traditional dining room is out of fashion, and you are not likely to find it in a newer building."

The client nodded in understanding. What the client perhaps is really asking for is any age building that offers updated units, units that were designed with a separate dining room area.

No, this is not a case of "Buyers are Liars." More accurately stated, what the client THINKS he/she wants and is asking for is NOT what that desire translates into. The wise agent will ask lots of follow-up questions when interviewing a new client about their perfect home:

"You say that you want a newer building with modern kitchen and bath appointments; which is important to you - the age of the building itself, or the condition of the kitchen and bath?"

Assume nothing, and learn to know what the client wants before the CLIENT knows what he/she wants. Then explain to the client what he/she is really asking for. Light bulbs suddenly switch on, and the focus is clear on what this home search is really all about. It's far easier to travel down that path, instead of charging into every "newer" building in town and not matching the home shopper's vision.