{"id":1317,"date":"2007-04-18T21:04:03","date_gmt":"2007-04-19T04:04:03","guid":{"rendered":"http:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/?p=1317"},"modified":"2007-04-18T21:05:48","modified_gmt":"2007-04-19T04:05:48","slug":"brokers-agents-how-do-you-answer-prospects-and-clients-questions","status":"publish","type":"post","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/1317\/brokers-agents-how-do-you-answer-prospects-and-clients-questions\/","title":{"rendered":"Brokers & Agents: How Do You Answer Prospect’s And Client’s Questions?"},"content":{"rendered":"

It’s shameful the way I used to answer questions from prospects or clients. The excuse of age is available, as I was only about 27 or so. But even youth, or having just transitioned from homes to investments doesn’t wash as an excuse for my pitiful performance back then. It’s truly a blessing there were no hidden cameras or recorders in the office back then.<\/p>\n

Clients would ask me if the rents in the area would tend to rise during the holding period. And I’d answer yes. The problem?<\/em> Most folks asking questions want the answer, of course. But what they really want is the ‘why’ or ‘how’ behind your answer. Back then it irritated me no end that they wouldn’t just accept my answer as if I was quoting from the missing third tablet Moses forgot on the mountain. \ud83d\ude42 I knew the answer. Why couldn’t they just take my word for it? What a moron I was. I could have been more full of myself back then, but I’m not sure how.<\/em><\/p>\n

That’s about the time I was blessed by the teachings and example of Chuck Chatham. As far as I’m concerned Mr. Chatham was absolutely the best teacher and practitioner of real estate counseling. As the title of his seminar promised, The Art of Real Estate Counseling, (also the title of his book) he was indeed a master artist. One the subjects near and dear to his heart was how we, as professionals, dealt with questions from our clients, or those pondering becoming a client. <\/strong>He was especially sensitive to young upstarts like me and a few others in his seminar one day.<\/p>\n

You first have to imagine a smallish older guy with what appears to be several centuries of experience. He literally oozed authority. I remember his face as having an eagle’s beak nose, and a patrician like stare, that when focused on you, was both chilling and assuring at the same time. <\/em>Figure that one out.<\/p>\n

Anyway, he’d been talking with some of us whipper-snappers during breaks, and was not happy at either our attitude or demeanor. Don’t get Read more<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"

It’s shameful the way I used to answer questions from prospects or clients. The excuse of age is available, as I was only about 27 or so. But even youth, or having just transitioned from homes to investments doesn’t wash as an excuse for my pitiful performance back then. It’s truly a blessing there were […]<\/p>\n","protected":false},"author":8,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_crdt_document":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[5],"tags":[],"class_list":{"0":"post-1317","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"hentry","6":"category-real-estate","8":"no-featured-image"},"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack-related-posts":[{"id":4194,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/4194\/the-belly-to-belly-dilemma-questions-you-must-answer\/","url_meta":{"origin":1317,"position":0},"title":"The Belly To Belly Dilemma: Questions YOU Must Answer","author":"Jeff Brown","date":"September 3, 2008","format":false,"excerpt":"I was inspired to republish this post, which was first seen here almost 18 months ago, after reading the answer my son gave to a Brown & Brown client yesterday via email. I've spent four years mentoring him within an inch of his life. Pride bubbled up from nowhere as\u2026","rel":"","context":"In "Real Estate"","block_context":{"text":"Real Estate","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/real-estate\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1351,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/1351\/an-example-how-to-answer-a-clients-question\/","url_meta":{"origin":1317,"position":1},"title":"An Example — How To Answer A Client’s Question","author":"Jeff Brown","date":"April 26, 2007","format":false,"excerpt":"Recently I posted on the subject of how to most effectively answer a client's or prospect's questions. Then, as the universe sometimes does, I was asked a question by a brand new client that is pretty common. On its surface the question might seem facetious, but trust me, its been\u2026","rel":"","context":"In "Investment"","block_context":{"text":"Investment","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/investment\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":3036,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/3036\/have-you-seen-some-of-the-answers-on-trulia-voices\/","url_meta":{"origin":1317,"position":2},"title":"Have You Seen Some Of The Answers On Trulia Voices?","author":"Barry Cunningham","date":"April 29, 2008","format":false,"excerpt":"As I am constantly in search of constant promotion and link love, I recently ventured over to Trulia Voices. I love the format. Consumers post questions about real estate and anyone who subscribes to a certain criteria that you choose, will receive the questions via email and then you have\u2026","rel":"","context":"In "Marketing"","block_context":{"text":"Marketing","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/marketing\/"},"img":{"alt_text":"Trulia Voices | Real Estate Radio USA","src":"https:\/\/i0.wp.com\/www.realestateradiousa.com\/blog\/wp-content\/uploads\/2008\/04\/trulia.jpg?resize=350%2C200","width":350,"height":200},"classes":[]},{"id":4573,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/4573\/where-do-you-draw-the-line\/","url_meta":{"origin":1317,"position":3},"title":"Where Do You Draw the Line?","author":"Glenn Kelman","date":"September 21, 2008","format":false,"excerpt":"Two questions for my colleagues in real estate! #1: How much information about yourself do you share with prospective clients? I have to ask only because Redfin has lately been working with clients who want us to publish detailed statistics on each agent, and have wondered how far we should\u2026","rel":"","context":"In "Ask the Broker"","block_context":{"text":"Ask the Broker","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/ask-the-broker\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2612,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/2612\/three-important-real-estate-questions-for-an-early-monday-morning\/","url_meta":{"origin":1317,"position":4},"title":"Three important real estate questions for an early Monday morning","author":"Greg Swann","date":"February 18, 2008","format":false,"excerpt":"Another killer day yesterday, almost 1,600 unique visitors on a Sunday. We'd have been lucky to have half this on a Sunday two months ago -- and we were doing great then! Just everyday content -- lender stuff, Realtor stuff and the long tail. But here are three interesting questions\u2026","rel":"","context":"In "Blogging"","block_context":{"text":"Blogging","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/blogging\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":88,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/88\/in-the-21st-century-world-of-real-estate-nothing-says-roadkill-like-a-dead-dinosaur\/","url_meta":{"origin":1317,"position":5},"title":"In the 21st century world of real estate, nothing says ‘roadkill’ like a dead dinosaur . . .","author":"Cathleen Collins","date":"July 14, 2006","format":false,"excerpt":"Why do velociraptors no longer roam the earth? Because they couldn't change. For all their ferocity and intelligence, they were not able to adapt to their changing world. Not able because they were not blessed with the human triumph of will, they couldn't want to change, and so they became\u2026","rel":"","context":"In "Disintermediation"","block_context":{"text":"Disintermediation","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/disintermediation\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"_links":{"self":[{"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/posts\/1317","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/users\/8"}],"replies":[{"embeddable":true,"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/comments?post=1317"}],"version-history":[{"count":0,"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/posts\/1317\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/media?parent=1317"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/categories?post=1317"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/tags?post=1317"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}