Ask Denise: The “Decision Maker” | The Zebra Blog

Ask Denise: The “Decision Maker”

Denise Lones

Q:  Denise, I want to ask you about what I think is an old wives tale.  When I’m showing homes to a couple and we’re all riding in my car, should I pay attention to who sits in the front seat and who sits in the back?  Is it really true that the “decision maker” always sits in the front?

A:   It’s true that you can learn a lot about who makes decisions by watching their interactions – and that often starts with the decision about who sits in the front of the car with you!  When I was actively selling homes, I felt that most of the time, the “decision maker” rides up front, and the more passive partner rides in the back.  Remember that this is only a guideline.  For example, clients who have issues with motion-sickness will usually need to ride in the front seat.  And very chivalrous men will often elect to have their partner ride in the front.  There may also be cultural issues at play, so don’t base all of your ideas about “power” based on this one indicator.

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