Get to know your client, don't just be transactional. #realestate #realestateagent #investing #tips

7 Sept 2023 · 1 min

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Steve D Valentine tells real-estate agents to ask personal questions upfront, even sensitive ones, to understand what clients actually need. He shares a story about siblings selling their mother's house while paying for assisted living, showing that clients need guidance on managing money and family decisions, not just transaction steps.

Chapters

Well, the rapport is built by questions, right? And so when I sit down with somebody I don't know, I also let them know, right? Here's what's different about how I present to a seller versus most people. Hey, I want to let you know I'm going to ask you some really personal questions. It's okay if you don't want to disclose some of this stuff, but it's really important that you tell me everything so that I can devise the strategies and the options for you. Because if I don't know all the end plays, I can't give you all the information. I understand. Or you just want to sell your house. So then we start going through, right? Oh, this is my mom's house, and she's now an assisted living. Well, tell me about the expense. Is it a family burden? Is she covered right now? And then it's also the questions of, well, when you guys receive the cash from the sale of this, how are you going to grow? Because a lot of people, they're managing parents money like they're not financial advisors. Right. And even the information that these particular brothers were given was not correct.