This a very different real estate climate than 2 years ago.  And although I know we all value buidling relationships with clients and potential ones, not having the conversation about establishing the relationship you and your new buyer are going to have in this real estate transaction is like walking on a tight rope without a net underneath you.

Let's face it, we're hear to serve our clients and yes even though we make a living at it, it's not about us.  It has to be about them.  Most of them care about finding the right house and getting the keys when it's all said and done and who ever can get the job done is who they are going to use.  We are a means to end for most buyers, so we have to establish the relationship ground rules up front.

My theory is this.  You aren't going to win over everyone.  Some buyers are going to...oops, write an offer with the listing agent or the agent who hosted that open house.  Some are going to call the listing agent directly, because they don't want to waste too much of your time.  And some just don't care.  That's just the reality.  This happens in any sales/service business.  It is what it is.

So we have to work smarter, not harder and choose who we are going to work with.  I've lost a couple of buyers to listing agents because I didn't have the conversation about the relationship, what I'll do for them and what I expect from them in return.  As long as you're on the same page with your buyer and you know what each of you expects from eachother than that's fine.

I make it clear up front when I meet someone new that the first few showings is a chance for us to get to know eachother and decide if we want to work together.  I explain the buyer/agent relationship and why it's important to choose and agent and work with him/her exclusively.  If they choose to work with me and use me exclusively, I promise to give them 110%, turn over every stone, and give the insider information (ie: listings that haven't hit the market yet, through my real estate network).  Plus I'll be there ever step of the way for them before, during and after the sale.

I have a list of items that I give new buyers that explains what I promise to do for them.  They in turn promise to use me exclusively as there agent.  So if they see open house they let the agent know they are working with me and hand that agent my card.  If they see a new listing, they call me first.  If they fall in love with an open house and want to write an offer...they call me first.

They get full 100% representation, open and honest advice about pricing and the market, terms etc and much, much, more.  And it doesn't cost them anything to use you as a buyer's agent.

We need to treat real estate as a business.  If we know up front that a buyer is not going to commit to us the same way we commit to them then we know where the relationship stands and can proceed accordingly.  Whether that's choosing to not work with that buyer, or just knowing up front that you will be giving your clients who have committed to you first priority for your time and knowing that you may not get paid for your efforts with that particular buyer - that's a risk you might be willing to take. 

It's your business and you have controll over who you choose to work with and who you don't.  Spend time wowing the customers you have and networking to find new customers who would be a good fit and maybe spend less time worrying impressing the consumers.  In retail a consumer is just someone who buys from you or maybe someone else.  A customer is a client you have a true business relationship and will likely buy from you again or refer friends and family to.

Good luck in your real estate endeavors.  And keep your eye on the prize.