What do we know about this person?

As Principal Broker of Pareto Realty, I am quintessentially available to the most importance people in my Real Estate Business world – The Vital Few REALTORS of Pareto Realty.

Every day, I have many opportunities (I get to do this – not “I HAVE to do this”) to help Agents work through myriad transactional issues. These are IMPORTANT issues relating to IMPORTANT transactions, and favorable outcomes are IMPORTANT to the most IMPORTANT people in our business world – Our Home Buying and selling Clients.

The foundation of our culture at Pareto Realty is, and has always been, that as each of us succeeds, so do we all, and the real winners are our clients.

I approach every one of these issues with curiosity, so I ask LOTS of questions. I want to know the Who – What – When – Where – Why of the scenario before we consider the How . . . How we will address this complicated and important issue.

Most of these conversations begin with the agent very passionately regurgitating the “What is happening?” . . . THIS is the naming of the “problem” . . . Once named, we can then clarify other important details like the timeline of events from the beginning until now (The When) and the Where (Where are the clients buying or selling?). Those are the “Details” and they only describe the chain of happenings that got us where we are now.

Invariably, the MOST important factor to finding resolution centers around the WHO. Of course, I know my agents well, so I already know their unique disposition, way of communicating, preferred mode of communication (Text, Phone, etc)n and personality profile (DISC).

I ask who this other agent is? This is a quick check-in because having been in this business for over 25 years I know a LOT of agents. If it is an agent I already know well, we can often solve the problem simply by my realizing that what we have is a “clash of dissonant personalities” . . . I can then coach the agent to adjust the style of communication such that a Spirit of cooperation can emerge.

If I’ve never heard of (or know well) the agent, we do some quick research to see what we can learn that might help us find our way.

How long has the agent been licensed?

What is this agent’s Company Affiliation?

What is this agent’s experience?

How many houses (Selling and Listing) and where ( Are they in their “Comfort Zone” in terms of area of expertise?

Often, these questions lead to a win-win strategy to lead all parties to successful resolution.

There are other “Whos” to consider . . . What can we learn about the Buyers and Sellers that might help things?

What are their respective motivations – their WHYs for being where we are (Buying and Selling THIS house)?

Invariably the “HOW” suddenly becomes clear somewhere along this line inquiry at which point we implement the winning strategy.

In my experience, most all issues boil down to failure to communication effectively.

Slow down and practice this “What – Where – When – Who” adventure and enjoy getting HOW faster.

Smiles all around!

Published by Barry Owen

Strategist-CEO of Pareto Realty Real estate sales Professional Inviter-Facilitator-Practicer of Open Space Technology Opening safe space for people & organizations to self-organize around issues & opportunities BarryOwen.US Invite-Listen-Love

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