If you have been in the real estate business for any length of time, you have probably heard the phrase, "Buyers are liars." Is this statement really true or is the real issue something quite different?

It’s pretty common for buyers to tell the agent that they want one thing and then purchase something entirely different. As one of my former caravan buddies put it: "They will tell you they want a single-story contemporary with a red brick wall, and they will buy a two-story traditional with a white picket fence."

Are you asking the right questions?

There are certainly buyers who will use one agent to locate the property and then turn the deal over to their sister-in-law who will "kick back" part of the commission. In most cases, however, the real issue is that the buyers aren’t really liars — the agent just didn’t ask the right questions.

In fact, what questions do you ask when you first start working with a buyer? If you’re like most agents, you will probably ask the following …

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