Ultimate Client Relationships

The Single Most Revealing Sales Question

Thinking Smiling Woman With Questions Mark Above Head Looking UpFor those who consult with clients, curiosity is one of our most important attributes. When discovering what’s going on with our clients, their “whys” and “what ifs” are paramount to fulfilling their real estate needs.

Daniel Kahneman suggests that we think of the future as “anticipated memories.” Now consider prospective buyers who are actively engaged in a home search. Yes, square footage matters to them, but does it mean as much as the anticipated memories of their new life in their new home? Probably not.

Jeff Shore wrote this great article posted in Realtor.com. Take a few minutes to read his perspective.

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