Why You Have To Ask

“Why”  Only one little word and yet perhaps the most commonly asked question in history…..at least among children.

“Wear your hat.”  “Why?”

“Eat your supper.”  “Why?”

“Brush your teeth.”  “Why?”

“Put some pants on.”  “Why?”

But does the need to understand ‘why’ really change as we get older?  Certainly, most of us stop asking ‘why’ as much as we mature.  Maybe we have learned the why.  Maybe we can process and deduce the why on our own.  Maybe we are too busy to focus on the why.  Maybe we just don’t care about the why anymore.

Whatever your reason, the second most important question to ask is, “Does the why matter to my clients and prospects?” 

Why are they selling their home?

Why is now the time they chose to buy a home?

Why do they really need 10 bedrooms and 13 bathrooms?

We all know that making a move is no small event, especially when that move involves a sale and/or purchase.  I don’t think any of us real estate professionals, who often deal with moving on daily basis, would even consider moving without some pretty serious consideration.  If takes that much thought for us, you know most clients have given the subject even more thought.

If they have invested that much time, energy, and emotion into processing a move, then we need to always ask the first most important question, “Why?”

Quite a few years ago I got a call from homeowners who were ready to make a move.  I showed up to walk through their home prior to the market analysis and, while there, asked why they were moving.

This would have been sometime around 2010 when things were not great in the housing market.  It turns out that, based on what they had heard on the news, they just thought it wasn’t a great time to be homeowners.  They weren’t changing jobs.  They didn’t need different amenities in a home.  They were just listening to the ratings-garnering drama of the news.

When we talked about the long-term picture and the fact that they did not have enough equity in their home to cover the costs of selling, they decided to stay.  And they were happy with that decision. 

I suppose I talked myself out of a commission that day.  But I don’t regret doing what I believe was the right thing.  They were certainly appreciative and stayed in the home for many years after that.

All because I asked, “Why?”

You can ask it in different ways just to mix it up a little.

“Tell me more about that.”

“Explain that to me.”

“Help me understand better where you want to end up.”

“What the h….?”

However you ask, JUST ASK IT.  Asking is the first step in active listening.  When you take time to truly hear your client, you can provide better care for their real estate needs.  After all, it is that higher level of care that will build their loyalty to you.  Even if you don’t sell their home now, you took time to help them make the best decision for themselves.  And for that they will thank you.

Hopefully with future business and referrals. 

And all of that because you took the time to ask one little word – “Why?”