We all know the age old agent’s saying, “buyers are liars.” And it may take looking at a few homes before you can figure out what kind of buyer/renter you are dealing with. But there are economical shortcuts out there that can really help speed up your insight into your client. And one of the more interesting and non-invasive ways to help gauge your client is to do the Starbucks test.

It may sound silly, but observing how a client orders coffee from a Starbucks counter can reveal a lot about how a person makes decisions about purchases.

If a person orders a specific drink without hesitation, like a grand caramel machiato with extra foam, they know exactly what they want, but they may be high maintenance. Or if they take their time or ask for validation on what they are choosing, they are someone who may be looking for guidance in their decision making process. And watch who they ask. It will may reveal who the decision maker is if it is a couple. Those who order their tall black coffee know just what they want and that’s what they’re going to get.

(Now you can try to read a little more into the taste of a client by observing what flavor of drink they order, but we suggest using the Brand Name test for that one.)

So next time you have a meeting with a new client, try meeting them at Starbucks and let them order first. The insight you can gain on your client is worth the $10 bucks you spend on buying coffee.