I saw this great picture posted on a friend’s Facebook page and I thought it was worth sharing and discussing a bit. All too often, we get all tied up in the mechanics of the work we do every day. That can make us lose sight of the fact that the people we are dealing with every day are making one of the biggest decisions they’ll ever make. That means they are under unusual stress and many people are unaccustomed to dealing with stress. If we always keep in mind that being extremely patient and truly continuing to probe with easy questions as to what a client does and doesn’t like about anything you show them, you’ll become a far better “matchmaker” and get the opportunity to be a “wedding planner” faster and more frequently. You can often learn as much from showing a house that a client hates as you can from showing them one they love.