The ability to match clients with their perfect home requires relationship building, listening and an understanding of what really matters to people beyond the number of bedrooms or whether the property has a view or a garage.
This is what sets Shahri Masters apart from other real estate agents. She connects with clients on a deeper level, which in turn helps people secure the home of their dreams.
While Masters specializes in real estate in Incline Village, where she has been an agent for more than 35 years, her knowledge of the world provides her with the ability to cater to a diverse clientele.
As owner of Masters of Tahoe Incline Real Estate, Masters has clients from throughout the United States and all over the world She knows well that clients’ backgrounds are definitely not the same, cultures are far from homogenous, religious affiliations are varied and, of course, languages run the gamut.
Diversity is ingrained in Masters, as she grew up in a multicultural family with members practicing different religions, and she has only expanded on her knowledge of other cultures throughout her life.
“One thing I do a lot is travel,” Masters says. “I like to understand other cultures. I’ve been to 20-some countries, and each place gives me a different perspective. By traveling I understand people from different walks of life. That is important to me and to my clients.”
When traveling, Masters makes a concerted effort to connect with locals to develop a deeper understanding of the country she is visiting — whether it’s in Western or Eastern Europe, Southeast Asia or some other locale. Attempting to communicate in the native language, eating the local cuisine and participating in the local rituals leads her to an appreciation for the people who call these places home.
“The more we experience other people’s cultures, the less we are guessing and the more we are knowing,” she says.
Masters acknowledges that within the United States there are cultural differences that are important for her to pay attention to. People living in big cities have a different take on life than those from small towns; people in the South are different than those in the Midwest. Even in this country, not everyone communicates the same.
Though Masters treats everyone with the same respect and professionalism, her approach to her individual clients is far from cookie cutter. It’s not about selling a house, it’s about finding a home for people. That takes time, patience and, above all, a connection with her clients.
Masters knows real estate is usually people’s biggest purchase. She does not take that lightly – whether her clients are buying a primary, second or even a third home.
At the end of the day, Masters believes people share more similarities than differences. It’s a matter of paying attention to find that commonality.
This translates to selling real estate people want. People will always have different tastes, styles and criteria for a home that is important to them, but ultimately everyone is seeking the same thing — a home where they are comfortable and reflects who they are.
For example, an understanding of clients who do not embrace Halloween led Masters to alert those clients about an Incline Village neighborhood that goes all in for this celebration and where residents easily spend hundreds of dollars on candy for trick or treaters.
Other clients were superstitious about numbers, so she was cognizant of the addresses on the properties she showed them. One couple talked about how cooking was so important to them, but Masters came to learn that more than a chef-style kitchen, an outdoor space was a critical component of any home they would buy.
It’s asking those pertinent follow up questions that allows Masters to zero in on what are truly the most important aspects of a home for people.
“It’s also equally important to pay attention to what they are not saying,” she says.
It’s not unusual for Masters to use Google Translate to communicate with clients when English is not their primary language. Conversely, while they speak among themselves in their primary language, Masters is watching them, not scrolling on her phone or doing something else.
“I have to interpret body language and tone of voice,” she says. “For one particular couple I could then say, ‘Let’s leave. This one doesn't feel right,’” Masters recalls. “Then they said, ‘Oh, you understand.’ But they would not say this directly because they were too polite.”
This attention to detail is innate for Masters. It’s almost like she has a sixth sense that allows her to home in on what clicks and does not click for clients when it comes to finding the piece of real estate they will eventually call home. And that has led to many happy clients over her life-long real estate career.
Shahri Masters, License #B1870
(775) 831-8888
inclineliving.com
About the Author Kathryn Reed
Kathryn Reed is an award-winning journalist who has been visiting or living at Lake Tahoe since she was a child. She loves the outdoors – whether it's hiking, biking, snowshoeing, skiing or playing tennis. She is the author of Sleeping with Strangers: An Airbnb Host's Life in Lake Tahoe and Mexico; The Dirt Around Lake Tahoe: Must-Do Scenic Hikes; Snowshoeing Around Lake Tahoe: Must-Do Scenic Treks; and Lake Tahoe Trails for All Seasons: Must-Do Hiking and Snowshoe Treks.
