The Problem
Buyers are tougher than ever.  Buyers are taking longer to buy, looking at more property, offering less, and negotiating more.  The list goes on. 

The Solution - Five Keys
1. The Buyer's motivation dictates everything.  As an Agent you must find out why the Buyer is buying.  Use these four questions. 
     a. Why are you thinking about Buying at this time?
     b. Where are you thinking about going?
     c. Ideally, if I could snap my fingers and make it happen for you, when would you like to be in your new home?
     d. How important is it to make that move in that time frame?
Once you know the answers you will be able to accurately predict and anticipate the Buyers behavior.

2. Buyers are inexperienced.  Doctors, lawyers, accountants, teachers, business executives don't know as much as you do about buying a house.  The Internet doesn't teach them.  If you bought in another state how much would you know about the market, the contracts, the inspections, and even the financing?  You would know what questions to ask.  They don't even know what questions to ask.  Your first job is to educate the Buyers.  (I recorded this a couple years ago.  It is still completely applicable today.  www.BuyerMarketTips.com) 

3. Educate the Buyers as early in the process as possible.  Educate the Buyers means to have a sit down session with them in which you go through the entire buying experience step by step.  Ensuring their understanding.  Answering their questions.  Preparing them for the subtleties and possible surprises of each step.  I call this your Buyer presentation.

4. (Nearly) Every problem you have with Buyers is solved in the Buyer presentation.  Can this be true?  Of course, because each time a new problem arises you add it to your Buyer presentation so that all of your future Buyers anticipate and are prepared for it.  Only those of you with weak Buyer presentations or none at all will disagree with this.  Those who already do it know the truth of it. 

5. This thorough Buyer presentation is a skill equal to your listing presentation.  It takes time, effort, and practice to get good at it.  A poorly prepared Buyer wastes as much or more time than an overpriced listing.  A well prepared (and motivated but you find that out at the presentation) Buyer is as valuable and efficient as a well priced listing.  If you plan to work with Buyers.  Build this skill.
Buyers have had a bad reputation ever since the expressions "List to last," and "Listings are the name of the game," became popular.  The truth is that every sale and every commission requires a Buyer and a Seller.  The most successful Agents have a team of Buyer's Agents.  Hmmmm, there must be a lot of value in learning and developing a high level of skill with Buyers... if you work with them.  If not, pass these tips on to your Buyer's Agents and congratulations on a successful team.