CULTURALLY CORRECT: Open-Ended Questions Help Communication with Clients

When dealing with clients and customers whose primary language is one other than English, REALTORS® are likely to get simple 'yes' and 'no' answers to questions, as this is a tendency of anyone not fluent in the language. We may think we understand the question and answer as simply as possible. This sets the stage for possible misunderstandings and, worse, failure to close a deal. To help ensure more thorough communication, phrase questions as open-ended, e.g., "Can you tell me what you like or don't like about this property?" If the client or customer isn't able to respond fully, you know you need to probe further, and/or get assistance from a translator. Source of tip:

NAR/Executive Planet