I grew up on Lake Martin, in the real estate business. I know what I like. I know which parts of Lake Martin I prefer. I have been all over this lake, and have friends in every corner. But guess what¦

No one cares about that.

Especially my clients¦ nor should they.

One of the first things my dad taught me about Lake Martin real estate was œdont show them what you like, show them what THEY like. Simple but true.

The key to helping people be happy with their waterfront property is to focus on what they think, not you.

A realtors local knowledge and experience does matter, but only to the extent that they use that to help their clients get what they want. There are all kinds of buyers out there. Some Lake Martin buyers prefer Kowaliga Creek to Blue Creek. Some prefer the Preserve at Stoney Ridge to the Ledges at The Ridge. It doesnt matter what I prefer.

On the selling end, in order to be the best listing agent, I must look at a sellers lake home with the eyes of an unbiased buyer, not filtered by my own preferences. I have to market each home based on its own unique properties. You dont market a condo in Stillwaters the same way that you do a cabin in Little Kowaliga.

So how do you find out what people want? You shut up. You ask a good question, then you shut up and listen to their answer.

Not that I am perfect at this. I constantly have to remind myself to be quiet and listen. I make it a habit to ask specific, dialog inducing questions – not did you like that waterfront lot? – rather œwhat about that lot did you like? The latter helps me understand their reasons instead of just logging a result.

The more I learn about the client, the better I can help, and the happier they will be.

I believe it was jazz great Dizzy Gillespie that said, œIts taken me much of my life to learn what notes not to play.

Amen, Dizzy.