Client Insights: Needs
What are their Wishes, Wants and Needs?
Understanding what your client really wants is essential—not just for facilitating a successful transaction, but for building trust on a deeper level. The more you take the time to uncover their true desires, the more they’ll confide in you. And the more they confide in you, the more they’ll trust you.
This isn’t just about closing a deal; it’s about laying the foundation for a loyal, long-term client relationship. When you truly understand their wishes, wants, and needs, you show them you’re invested in their success—and that’s what keeps them coming back.
↗️ Anne's Story: How Wishes and You can Change Lives
Wishes
Wishes are ideal features that the client dreams of but may be outside the scope of their current reality. These are "in a perfect world" desires that would be nice to have but are usually the first to be compromised due to budget, location constraints, or market availability.
Examples:
- Waterfront property or a home with panoramic views
- Luxury amenities like a private gym or wine cellar
- Historical charm or unique architectural designs
- Completely custom-built home
What a Realtor Should Know: Realtors should acknowledge these wishes to understand the client's dream scenario. While these may not be feasible right away, understanding them can help a Realtor provide long-term advice or even present future opportunities (e.g., if a wish-list property comes on the market later, or if the client can consider renovations to achieve some of these features).
Wants
Wants are desirable but flexible features that the client prefers but can compromise on if needed. These typically relate to lifestyle enhancements rather than essential requirements.
Examples:
- A swimming pool or large backyard
- Proximity to restaurants, parks, or entertainment
- Modern or high-end finishes (granite countertops, hardwood floors)
- Open floor plans or extra storage space
What a Realtor Should Know: Wants give the Realtor a sense of what would make the client’s home-buying experience more enjoyable, but these are secondary to needs. When budget or availability restricts options, a Realtor should help the client prioritize which wants are most important and can be realistically achieved within their resources.
Needs
These are the non-negotiable elements a client requires in a property. These essential features are typically driven by their practical and immediate circumstances.
Examples:
- Location close to work or school
- Minimum number of bedrooms or bathrooms
- Accessibility features for elderly or disabled family members
What a Realtor Should Know: Focusing on a client’s needs is the priority. These are must-have criteria, and properties that don’t meet them will generally be ruled out. A Realtor should identify these needs early to streamline the search process and avoid wasting time on unsuitable listings.
Balancing Needs, Wants, and Wishes
When working with a client, a Realtor must balance these three categories by helping the client focus on properties that meet their needs, while trying to accommodate wants where possible, and keeping wishes in mind for future opportunities.
By clearly differentiating these categories, a Realtor can manage the client's expectations, help them make informed decisions, and find properties that satisfy both practical and aspirational desires.