I remember when I first got into the business, back in 1994, one of the salespeople in my office said, “Buyers are liars. They tell you what they want, but then they buy something else.” Over the years, it has been my experience that buyers don’t lie; they don’t always know what they want. I’ve had clients tell me only to send them properties in a particular area or only a specific house style. I’ve learned to dig a little deeper into those pronouncements. “Is there a certain reason you don’t want that area? Why is it you only want houses with oil heat?” The answer to my questions will often begin a discussion that will cause the buyer(s) to dig a little deeper. If “buyers are liars,” it’s because we as salespeople haven’t done our job correctly to help them discover their ideal home.