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Just realized a piece of feedback from 5 years ago that totally shifted my approach to client walkthroughs
An older agent pulled me aside after I lost a listing in Portland and said 'you talk too much about features and not enough about what the space actually feels like.' I started asking buyers what they wanted to feel in each room instead of rattling off square footage, and my close rate jumped about 15% within a year. Anyone else have a critique that forced you to rethink your whole pitch?
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garcia.cameron13d ago
That 15% jump is impressive on paper, but I wonder how much of it was just being more present with clients in general. People can tell when you're actually listening instead of just reciting a script, and that alone probably built more trust than any specific emotional question. Sometimes we overthink a single piece of feedback when the real change was paying attention.
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The feedback you got reminds me of something that happened in my market in Austin back in 2019. A commercial real estate guy told me his biggest mistake was treating every property like a spreadsheet instead of a story. He said buyers remember how a place makes them feel way longer than they remember the ceiling height. Its funny because I started testing that idea by asking clients to describe their ideal morning in a house before I even mention the price. That small shift changed how I structure my whole walkthrough.
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ryan_hart3813d ago
That thing about the ideal morning is spot on. It's like how you remember a meal at a restaurant more by the atmosphere and company than the exact ingredients. Everywhere you look, the story is what sticks, not the specs. I started doing the same with my own car hunting, asking what I wanted to do with it on a Saturday, not what the horsepower was.
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