This post by Grant Schneider really defines how REALTORS should be assisting clients.


People have a perception of a salesperson as a pushy person trying to convince someone to buy something he or she does not need.

But now what is your perception of your doctor when you have a problem or a pain? If you are going because of stress, anxiety, or pain you are looking for the doctor to relieve your pain and solve your problem. This is the exact opposite image that you might feel about sales? Is it the profession of sales or is it something else? It is something else and here is why.  Your doctor facilitate the solution to your pain or your problem.

If you visit your doctor because you have a pain in your back the doctor does a complete examination and asks you many questions including, “Where does it Hurt? How long has it hurt? What activity were you doing?” and so on.  Your doctor acts as a facilitator.  She may then suggest some of the possible causes such as a torn tendon. Then she asks if you have experienced unusual activity that might be related to your pain. She is helping you discover the root cause of your pain so that you will understand the need for a prescribed treatment. No surprise. These were your expectations when you came in. You did not expect her to greet you at the door and say, “You are in luck today because we are running a special on back surgery. You would be running the other way if you heard that.  Why not follow your doctor's example and  be a sales doctor.

In real estate you are facilitating the deal. You are assisting people with solving their needs. Doesn’t that make much more sense than trying to sell your client something. You will be more successful in the role facilitator or even of assistant buyer.

In the past salespeople were taught to concentrate on making the sale and closing the sale. Since today’s buyers are no longer willing to be sold do you wonder why you experience resistance when you use this method? Instead of being the salesperson you should become the doctor or the assistant buyer. You are assisting your prospect in determining her wants and needs and, only then, are you offering solutions. Ask questions like a doctor diagnosing their needs.

Listen to your prospect’s wants and needs. Then ask some REWARD questions. For example, how will this new home improve your family's quality of life?  What are some of the aspects of a new home that would do that?

Next ask some CONSEQUENCE questions. For example, what will happen if you fail to move to another home?  How will your family plans be affected?  Will the smaller space work ok with your growing family?


Nonverbal Communication

By alternating questions, you are assisting your prospect in diagnosing pain and deciding on the right solution. Congratulations. You are an assistant buyer.  Go to our web site for a similar post titled HOW TO ASSUME THE ROLE OF ASSISTANT BUYER.

Learn how to get more sales by becoming an assistant buyer.

Contact Us for a Free Consultation

or call 914-953-4458.


Real estate expertise provided by Grant Schneider on ActiveRain


Business Coach - Strategic Plans - Sales and Marketing Coach

Grant Schneider- Personal and Professional business coachGrant Schneider - Leadership and Business Coach Creating Successful Business Outcomes

President Performance Development Strategies

- Business Coach

- Business Performance and Strategic Business Plans 

- Sales and Marketing Coach

- Organizational Effectiveness

- Time Effectiveness and Organization

914-953-4458, Armonk NY 10504

Visit my website for information on how you can obtain quantum leaps in your business performance.

Helping businesses go from "good to great"


Perfomance Development Strategies - Westchester NY

Active Rain Top Blogger Award



Bruce Kunz, Sales Associate, SRES & ePro.

Century 21 Solid Gold Realty, Brick, NJ .

  • 721 Blvd, Brick, NJ  08723
  • office: 732.920.2100, fax: 732.920.2660 
  • Bruce's Cell: 908.330.5122, fax 206.339.3302
  • email:







Comment balloon 24 commentsBruce Kunz • July 04 2017 09:01PM


I give ideas and concerns and the clients make up their minds on which way to go.

Posted by William Feela, Realtor, Whispering Pines Realty 651-674-5999 No. (WHISPERING PINES REALTY) about 2 years ago

Good Evening Bruce - I hope you had a great 4th.  Thank you for  re blogging.

Posted by Grant Schneider, Your Coach Helping You Create Successful Outcomes (Performance Development Strategies) about 2 years ago

Hi Bruce Kunz 

Great choice for a reblog. Grant shares some pretty helpful information on a regular basis!


Posted by Jeff Dowler, CRS, The Southern California Relocation Dude (Solutions Real Estate ) about 2 years ago

Buyers in general are so much more educated today in this "Information Age" we live in. The hard sell is definetly a no-no and a turn off for buyers (and appropriatly so). 

Posted by Catherine Chaudemanche - Edison & Central NJ, Full Time, Informed and Involved- Results Driven (Metuchen Keller Williams Elite Realty / Middlesex County, NJ) almost 2 years ago

Good repost, missed this one of Grant's wisdoms.

Posted by Nick Vandekar, 610-203-4543, Tredyffrin Easttown Realtor, Philly Main Line (Long & Foster Real Estate Inc 610-225-7400) almost 2 years ago

This is an excellent selection for a reblog. Thanks for sharing.

Posted by Roy Kelley (Realty Group Referrals) almost 2 years ago

Good Morning Bruce - I hope you have had a very productive summer.

Posted by Grant Schneider, Your Coach Helping You Create Successful Outcomes (Performance Development Strategies) almost 2 years ago

Oh my goodness, this is an old one of Grant's. Thanks for sharing it. Grant is always worth a reblog. 

Posted by Debb Janes EcoBroker and Bernie Stea JD, REALTORS® in Clark County, WA (ViewHomes of Clark County - Nature As Neighbors) over 1 year ago

Bruce, looks like you have been away for a while, and hope you post soon.  Thanks for stopping by my blog.

Posted by Joan Cox, Denver Real Estate - Selling One Home at a Time (House to Home, Inc. - Denver Real Estate - 720-231-6373) over 1 year ago

Bruce, nice re-post! I ask lots of questions and give information that will help home-buyers make the most informed decisions.

Posted by Carla Freund, Raleigh - Cary Triangle Real Estate 919-602-8489 (Keller Williams Preferred Realty) over 1 year ago

I like Grant Schneider 's presentation of positive questions for clients given at the end of the post, Bruce Kunz.  Sometimes I'm so worried about seeing to every detail needed in the mortgage process that I overlook the mental/emotional facets of my clients' financing and buying.  It's the right thing to do ... but it also makes good marketing sense, as well.

Great re-blog ... thank you!


Posted by Gene Mundt, IL/WI Mortgage Originator - FHA/VA/Conv/Jumbo/Portfolio/Refi, 708.921.6331 - 40+ yrs experience (NMLS #216987, IL Lic. 031.0006220, WI Licensed. APMC NMLS #175656) over 1 year ago

We actually are the facilitators here at Integrity Real Estate Services.  That's defines our job quite well.

Posted by 1~Judi Barrett, BS Ed, Integrity Real Estate Services -IDABEL OK (Integrity Real Estate Services 118 SE AVE N, Idabel, OK 74745) over 1 year ago

Great re-blog I had caught it first time around! But it never hurts to read it again, if you think about it doctor's are sales people they do not have to push hard but if they do not operate they do not make much $$$.

Posted by Yolanda Cordova-Gilbert over 1 year ago

Hi Bruce Kunz - Grant Schneider always has blogs that we should take notice of. I have never tried to sell a client on a particular home or area. I do try to make buyers understand what type of market we are dealing with to help them. 

Posted by Sheri Sperry - MCNE®, (928) 274-7355 ~ YOUR Solutions REALTOR® (Coldwell Banker Residential Brokerage) over 1 year ago

Bruce, great choice for a reblog, and hope you return to ActiveRain soon.  Happy Easter!  

Posted by Joan Cox, Denver Real Estate - Selling One Home at a Time (House to Home, Inc. - Denver Real Estate - 720-231-6373) over 1 year ago

Good afternoon Bruce - I hope that you are having a great 2018.  Thanks for commenting on my blog.

Posted by Grant Schneider, Your Coach Helping You Create Successful Outcomes (Performance Development Strategies) over 1 year ago

Bruce, yes I am a deal maker not a deal breaker, our friend Grant Schneider  did write a great post indeed well deserved for a re-blog, Endre

Posted by Endre Barath, Jr., Realtor - Los Angeles Home Sales 310.486.1002 (Berkshire Hathaway HomeServices) over 1 year ago

Bruce, this is an excellent post from Grant. I had missed it, thank you for sharing. I've always liked real estate because it's never felt like sales. 

Posted by Amanda S. Davidson, Alexandria Virginia Homes For Sale (Amanda Davidson Real Estate Group Brokered By eXp Realty) about 1 year ago

Hi Bruce, just checking in to see what is new in your area of the market.

Posted by Grant Schneider, Your Coach Helping You Create Successful Outcomes (Performance Development Strategies) about 1 year ago

Great one to re-blog, Bruce! I agree - our titles should be more of a project manager (facilitator) than 'sales people!'

Posted by Debe Maxwell, CRS, Charlotte Homes for Sale - Charlotte Neighborhoods ( | The Maxwell House Group | RE/MAX Executive | (704) 491-3310) 12 months ago

Great choice for a reblog Bruce Kunz .  Grant Schneider's posts should not be missed! 

Posted by Lisa Von Domek, ....Experience Isn't Expensive.... It's Priceless! (Lisa Von Domek Team) 12 months ago

We are actually called facilitators if we are not representing a client. That is Tennessee State law. Good reblog, Bruce.

Posted by Debbie Reynolds, Your Dedicated Clarksville TN Real Estate Agent (Platinum Properties) 12 months ago

Bruce just wanted to stop in how you are doing, hope all is well and staying busy, Endre

Posted by Endre Barath, Jr., Realtor - Los Angeles Home Sales 310.486.1002 (Berkshire Hathaway HomeServices) 11 months ago

As long as your focus is on helping the client and not on making a sale you will have a good career.  Often people do not realize how much we do after the home is under contract.

Posted by Pam Dent, REALTOR® - Charlottesville Virginia Homes / Horse (Gayle Harvey Real Estate, Inc.) 5 months ago