Chronicles of a Counselor
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Don’t assume
I spent several sessions counseling a new couple. They inherited a good deal of money, were of retirement age and they wanted income from these funds to provide comfort in their evening years. We talked about representation, agency, and they decided that they wanted me to be a Buyer’s Broker and signed an agreement.
Weeks later when it was time to make an offer, they asked, “Do we need a Real Estate Broker too?” I was amazed. I had a license on the wall and real estate books and magazines all around. “I am a Broker” I replied. “Well, you don’t act like one, we thought you just helped us” I took it as a complement, but obviously I did a poor job of having them understanding my role.
Thoughts
Counsel for the client’s benefit, the result will benefit you.
When I use “suppose” or “assume” questions, clients remember that they are open to new thinking. For instance, “Suppose we found a property that had the benefits you are seeking, but it was in Houston, Why couldn’t we consider that?” When they answer in the positive, I believe they become aware that they are open to new ideas.
Counseling is a very powerful tool. Used properly, it can benefit both the client and counselor. Counseling can create a bond that lasts, and a trust not to be abused.
An agent said to me “I had to counsel and re-counsel until I finally got him to take the property.” That is not counseling… that is selling.
