Do you take the time to interview your buyers before you take them out to look at property or do you just load them into your car and hope for the best? If you’re not digging into what matters most to your buyers, you are costing you and your business valuable time and money.

At the most recent National Association of Realtors conference, I attended an educational session where one of the speakers was illustrating a system to help agents deal more effectively with buyers. She asked two different agents in the room to describe a problem their clients were having. Both responded the same way: "They want to find a house."

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