A few months ago I was at an open house and a gentleman named Mike walk in and fell in love with the house. He looked around for about 10 minutes and then said “This is a terrible time to buy a house”
The real estate agent said to him, “There’s no better time to buy than now!” The man Michael rolled his eyes and laughed, You agents always say that! All you think about is the sale!
I took a breath and asked Mike a question. Mike, I’m curious why is it a terrible time to buy a house? He looked me straight in the eye and said “I’m going to have to sell my house to buy this one and I don’t know if the sellers will wait!
When the agent assumed what mike meant she missed the mark and caused Mike to react with an attack.
When I paused and asked a question (Curiously Investigating) to gain clarity mike paused too, and gave us everything we needed to know and told us exactly what the problem he wanted to have solved.
Two months later we close escrow on his new house.