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Engage all parties to a deal or the Passive ones will make you pay

Posted by Key Yessaad on September 30, 2012 at 8:00 AM

Be cautious of undertaking projects, or clients, when the person hiring you works for a passive boss or is in a relationships with a passive spouse. Some of you must have had this Sales Experience, a couple walks in at an Open House, you do your job of showing them the property but only one of them is interacting. Things go well and you end up having what you think will be an easy Sale. The spouse doing all the talking seems to be in charge and the other spouse is there just for the ride; well – not so fast; you may have a passive spouse, namely a person who reserves the right to complain after the fact, and refuses to be engaged in the decision-making. I have just described a nightmare deal in the making; passive bosses and spouses like to have things done their way, and make lots of assumptions without voicing them; if you keep them unengaged you will pay the price of their wrath; because they will complain, and will do so with fervor and animosity. Never assume the talkative spouse is the decision-maker, they probably share in how the decision is made, and it is your job to draw out the passive partner and engage them with questions targeted to them only; you may even have side conversations with them while the other spouse is busy with other matters. Your sanity depends on understanding the dynamics of the couple’s relationship before you end up spending three months on a deal that will vaporize because one of them reserves the right of complain and not be engaged.

 

Key Yessaad, Real Estate Business Strategist

Categories: Thought of the Day, Real Estate Business, Real Estate Trainings

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