People want what they want, but more times than not it may not be entirely what they need. I was reminded of this fact while on a call with a commercial client recently. While they were very clear on what they wanted, if delivered exactly as requested it would not give them what they needed. This is where educating clients about future outcomes is paramount.
As a huge Apple geek, I have always been an admirer of Steve Jobs. I love his approach to wants and needs, taken from Walter Isaacson book on him.
“Some people say, “Give the customers what they want.” But that’s not my approach. Our job is to figure out what they’re going to want before they do. I think Henry Ford once said, “If I’d asked customers what they wanted, they would have told me, ‘A faster horse!'” People don’t know what they want until you show it to them. That’s why I never rely on market research. Our task is to read things that are not yet on the page.”
So with this same approach, proper long term planning around structuring commercial transactions will give clients what they want over the long term while also addressing their short term needs.
I look forward to hearing from you in regard to your mortgage needs.
p.s.s- I should tell you that I am licensed in Nova Scotia Brokerage (2021-3000179) Broker (2021-3000180), Ontario(M18001555) & in British Columbia(BCFSA #504098).
p.s.s.s You can download my new mortgage app here