Ideal Client Trait #3: Openness

Agents do their best work for clients when they are straight with them. If you are not perfectly open with them, they can't work at their best.

One summer I had a buyer who said he wanted to find something right away and would be ready to move as soon as he found the right place. We looked all summer about 2 times a week during his noon hours.

Finally we found "the" place. He said he was pretty sure this was what he wanted but he wanted to take overnight to think about it.

He called me the next morning. I thought he was going to say, "Let's go ahead and put in an offer," but instead he said, "You know, I like that house a lot and I hope I can buy it some day, but I have a major financial problem I have to take care of before I can think about buying a house, so I'll have to get back to you."

Had he been straight with me, I could have advised him to wait before we wasted all that time or perhaps have steered him to a financial advisor who could perhaps have helped him.

In hindsight, I could maybe have quizzed him more before starting to look, but he sounded pretty convincing when he said he was ready to pounce. It's not clear that he would have answered my questions truthfully.

I'm trying to create a more informed real estate customer. Is this working?

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