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In 5 Seconds: What Do Buyers And Sellers Want To Know?

Buyers want to know, "How much down and how much a month?"

Sellers want to know, "Can you get me what I want for my home?"

They both want to know, "Why should I hire you?".

Buyers and Sellers knowwhat they want. They have already found the home they want on the internet or they know what to do to help their home generate a better price by the time they call you. With the thousands of Realtors out there, it seems to me that what consumers need or will be looking for, is an agent who they can trust to help get them through the process of getting what they want.

So, how can you set yourself apart from the rest? Simply said - by being credible.

Do what you say - or don't say it at all.

If you don't know something - don't pretend you do. Just say, "I don't know" and follow with, "But I will find out and get back with you."

Be accessible. If someone has to call you more than once to actually "speak" to you - you're losing their confidence.

With Buyers, don't show them what they don't want and what they can't afford; with Sellers, don't tell them what they want to hear - tell them the truth.

At listing presentations or showing homes, don't point out only the good things of a home or just agree with what a client loves about a home. Really look - take note of any flaws or issues and be prepared to guide Seller's on presentation and repairs; and for Buyers, making a well-thought out offer.

Know the market and the inventory first hand. Don't just rely on reading comps. Spend time looking at neighborhoods and previewing homes. When a client says, "Have you seen this home?" or "I was wondering about this home ..." - you are going to know and be able to give them first-hand knowledge.

When you're with your clients - on the phone or in person - be there 100%. Don't get distracted, don't multi-task, don't complain about how much money you're losing on the deal, etc., it's not in your or their best interest.

Develop your people skills. When it comes down to it - real estate is a people business. No matter how much you know - unless you can sincerely interact, listen, understand and empathize with people - you won't be able to meet their needs.

Gabrielle (Kamahele) Rhind - 2009. If you want to reprint parts of this - just email me for my permission rhindohana@msn.com or TucsonsRealEstate@gmail.com. Buying or selling Tucson real estate, Mt Lemmon, Tucson bank-owned homes, Tucson rental homes, or Tucson lease option homes? Visit www.BuyMyTucsonHome.com. This blog is written with my opinions and my opinions are presented with accuracy but not guarantees. Please talk to a professional before making any real estate, financial or agency decisions.

Posted by Gabrielle (Kamahele) Rhind, Associate Broker on 11/03/2009 05:26 AM

Comments (77)

Picking the Right Agent in the Sales Strategies / Tactics Channel

tucson home buyer, tucson home sellers, tucson real estate agents

Post is included in group: LATE NIGHT - EARLY MORNING AT ACTIVERAIN

77 Comments on In 5 Seconds: What Do Buyers And Sellers Want To Know?

NOV

Gab,

Absolutely right on target. It ain't rocket science, just good old common sense.

Rich

Very good basic advice. I see so many agents in our offcie flounder with some of these simple concepts.

Love your image, Gabrielle. Yes, this is all so true. Looks like a good post for the Rookie Realtor Group to reinforce the basics.

This was phenomenal! Absolutely sound logical advice.

Excellent. Know what the consumer wants and satisfy their needs and you'll experience success.

Great cut to the chase post. As far as the seller's go, I tell it like it is, but hate it when another agent comes in, promises pie in the sky, and then a price reduction down to market value in 3 months. Wrong, wrong, wrong!

Gabrielle, excellent points all agents should practice. Knowing your inventory and the current market is really important.

First hand knowledge of inventory is a key point- showing a home should be a discovery time for the "Professional" . For sellers- realistic expectations- I agree do not promise ....deliver.

Thanks for the information...we should refer back to this everyday. it's easy to forget how we got here!

Thanks again,

Gabrielle.....real estate 101....how often agents forget the basics to success in this industry.....great post....thanks

This is real estate 101 but so many people forget the basics!

Always great to review and refresh!

Often they want the magic pill....the perfect price...the ultimate deal.....and you have to get our your magic pen wand and do the best you can...the best the market allows and let them know it is the market....and your magic.

GOOD MORNING BETTY & JOHN! It is! Thanks for your comment! -- Gabrielle

GOOD MORNING BARBARA! Thanks for the comment - I agree - we can't forget this is a people business! -- Gabrielle

GOOD MORNING ROB! Very well said! -- Gabrielle

GOOD MORNING GABE! Yes! Especially with all the REOs making such an impact on the market and comps! Nice to see you here! -- Gab

GOOD MORNING DICK AND DIXIE!I do as well - I just lost a listing that way - but like you, I'd rather tell them the truth and not play the pricing game! Thanks for the comment! -- Gabrielle

GOOD MORNING LENN! Nice to see you here - thanks for the support! -- Gab

GOOD MORNING KRIS! Thank you and thanks for taking time to read it! -- Gabrielle

GOOD MORNING MARGARET! Every time I put an image in a post I think of you (since you told me how to keep the text away from the photo!) Thanks for stopping by -- Gab

GOOD MORNING DAVE! Hopefully some newer agents will have a chance to read this and it will help them along! -- Gab

GOOD MORNING RICH! Glad to see you here - and yes - just the basics! See you on your blog! -- Gab

Daring to make your marketing fit what the client wants. ..that is a novel idea for a lot of Realtors.

Love your post!

Gabrielle, very well said and congrats on the feature. Great advice and pretty simple ways to be a great agent.

Gabrielle:

This is all great advice. Being credible, knowledgeable and available are keys. People work with agents they like and feel comfortable with.

Awesome post Gabrielle! It's not rocket science is right!

Well that just about sums it up. Woot!

If we don't know what the consumer's want, how can we really help them?

Thanks for the post..great information.

Good, common sense suggestions that every Realtor should be practicing.

On the buyers side they want someone who will listen and knows the market well enough to help them find what they want.

good job stating the basics. which are so often overlooked.

Gabrielle, this post is right on target and well written. Thanks and congratulations on the feature.

Hi Gabrielle, Great Post!! If the shoe fits...run with it!! It is also important to remember that we can not 'please' everyone out there, and we need to be able to walk away from a disgruntled consumer is they are difficult to work with!!

www.ToulaRosebrock.com Hi Gabrielle:

Congratulations on the feature!

Great post and great points you've shared here.

The bottom line is, know what you are doing and be honest!

Great points here...really brings us back to the basics!

Gabrielle -

I always like posts that remind me of the clients perspective. I think we real estate professionals are in the thick of things some much, we can't see the forest for the trees. Thanks.

The biggest category in our MLS is expired. Throw in the ability to say no to unrealistic expectations and your expertise will go along way when you pick up the listing as the second Realtor. That is what they pay us for, honesty and knowing what the art of the possible is.

Absolutely! In our business credibility means everything and that's the challenge when trying to communicate! Nice job!

Great post. Its always good to say "I will find out that information for you" or "refer you to a lender who can answer all your questions". Puffing and acting like we know it all will come back to bite us.

Gabriele - What else is there to add here - nothing - a deserving Gold Star, congratulations!

Gabrielle - You nailed it (or should I say penciled it) with the simple words ... Real Estate is a people business. apply the Golden Rule with people and success and happiness will follow. Great post .... thanks!!!

What a Great Blog...great points...Great work...

Gabrielle, this is all so true but yet sometimes we make it much harder than it needs to be.

It's "GAB in the 'Mornin!" -Thar she goes.... spilling it out from the GUT!!!! We expect nothing LESS from you!!!! We want our daily dosage EVERY morning! We appreciate you!

Great introduction to the world of real estate. in two words, "be real." in another two words, be honest, and in another two words, be authentic.

Honesty is the best policy. Too many people spend too much time over promising and undelivering. K.I.S.S. has always worked and will continue to work!

Good post today. It seems all too simple doeosn't it! Ha

Patricia/Seacoast NH

Gabrielle,

Nice succinct summary. I particularly like the part about being accessible, and how it corresponds to client confidence.

Very well spoken. It really is all about the Golden Rule of Do unto others...isn't it? Thanks for the post.

I like the part about being there 100%. When I pick up the phone to speak to a client all attention is on that person. One thing that bothers me is when I speak to other agents I give the same courtesy but don't always receive the same.

All of what you said is correct but the thing that strikes me the most is about knowing the market. I am always amazed when I meet experienced Realtors who do not know the neighborhoods where they have their own listings. No one person, obviously, can learn every neighborhood and every listings, etc - but when you list a house or when you have a buyer interested in a house you need to learn all that you can to help them put the right numbers in place.

Precise and to the point! Great Job Gabrielle!

An insightful and helpful post, to be sure. I wish I could put into words how much I appreciate it. Oh wait, I just did!

What was the guys name that did the show "flip this house" Richard something or other. Anyway you just blew up his favorite line, "fake it till you make it"

"take note of any flaws or issues and be prepared to guide Seller's on presentation and repairs; and for Buyers, making a well-thought out offer."

Would love to have a mandatory class for all Realtors just on this! Great post Gabrielle, thanks.

Gabrielle, congratulations on the FEATURED BLOG! Your specific reminders about the importance of creating and maintaining our credibility are very valuable. One step farther, your reference to the need for REALTORS to be authentic is priceless. Bravo!

Nice Gabriella. Determine the buyers or sellers' needs and help them attain their goals and you will be successful - for all parties concerned.

Yeah, well when I was 27 I thought I knew what women want. At 37 one married me and only today I can admit - I never knew what they wanted and still don't. Same with Buyers and Sellers. But the journey is fun!

Great post and you are right. However I have often come up against agents that seem to tell a prospective client what they want to hear just to get the business, it's no wonder we have such a bad name, we created it. I always believe in honesty and it can be delivered well.

Congrats on the featured post, Gabrielle. Sometimes people forget the basics. It's really about others and trying to meet their needs.

Do what you say, show up on time on the day you said you'd be there, and return phone calls and emails in a more than timely basis. That's half the battle because many of your competitors don't do that.

Gabrielle,

Wow! Not only good advice for real estate agents but, great advise for many different sales and client based applications. Great basic people skills even for me, a professional home inspector.

Thank you for your contribution.

David Selman
Selman Home Inspection Company

and THIS is how you deliver World Class Service. i think spending so much time in the client services arena before selling real estate was good practice. and follow up: timely follow up is key as well.

This is a very timely post for me. It is good to remember the authenticity of how the business can be.

Hi Gabrielle, Your point about pointing out the good and badissues in a listing ( and none are perfect ! ) goes a long way toward establishing your credibility !

Nice, cheerful review of the basics that I need to always remember to keep doing!

HI EVERYONE! I was surprised to see myself here as a feature and am ever so thrilled! I am out working and it's keeping me away from being able to comment to all of you who have stopped by! I just wanted to write a short comment to let you know I'll be back a little later to follow up. Thank you to everyone for leaving me a comment! I appreciate everyone of them! -- Gabrielle

I agree totally - these are the basic principles I have used to build my business as well. Thanks for sharing it with others too.

Excellent Advice! I train agents and teach MCE and I tell my students things like this all the time. This is basic advice that is both priceless and timeless! Great post!

Great daily reinforcements!!! Sometimes, I have to read these to reinforce my way of thinking and how buyers and sellers see the world. THANKS!!! ;>))

Gabrielle, I don't have time right now to read all the comments so I'm bookmarking this blog to come back to but I just wanted to say how much I love this blog. You are so right and we all need to be reminded of all these wonderful tips.

Thanks.

Good Blog and some Good INFO!!

Gabrielle, such a wonderful list of very practical tips for excellent service. Accessible is one all clients want and so many agents fall down with that one.

Very simple and complete steps for success. I had heard this before but it is good to hear it over and over. The biggest complaint I hear about agents is "The put a sign in my yard and I never heard from them again."

Wonderful insight, tips and info to motivate everyone. Bottom line...be straightforward and think in the best interests of our clients.....I mean, that's whate we're supposed to do ....:)

Gabrielle - Congrats on the feature! I really enjoyed reading your blog post. You are so right that as a realtor, we need to not just care about selling, but also care about the client. That should be apparent to the seller or buyer!

Great points Gabrielle, its basically common sense and courtesy isn't it? Congratulations on the well deserved feature.

Great post Gabrielle! It is amazing what honesty can accomplish for us.

Pretty much back to basics, common sense recommendations, and, therefore, great to hear over and over again.

NOV

GOOD MORNING CHRISTINE! Thanks and I agree - hearing it again can never hurt! -- Gab

GOOD MORNING DAMON! Yes it is! Thanks for your comment! --Gabrielle

GOOD MORNING AL & PEGGY! It is and thank you! -- Gabrielle

GOOD MORNING EMILY! Thank you - I was happy to be featured - and yes - the clients are the priority! Thanks for stopping by - Gab

GOOD MORNING SALLY! It is! And congrats on your feature - I'll be there in a few minutes reading it -- Gabrielle

GOOD MORNING TOM! If only those agents would call as much as they did to get the listing - they would be in great shape! Thanks for the note -- Gabrielle

GOOD MORNING GARY! I do hear that a lot too! Thank you for stopping by and congrats on your feature! -- Gabrielle

GOOD MORNING MARIAN! I was lucky to get so many comments - and positive ones! Glad to read that you enjoyed it! Thanks for taking a minute to leave a comment! -- Gabrielle

GOOD MORNING ANN-MARIE! I like what you wrote -- clients do see things differently than we do at times! -- Gabrielle

GOOD MORNING JEANI! How lucky your agents are that you are teaching these basic things! --Gabrielle

GOOD MORNING BRAD! I like that you pointed out it builds your business! Thanks for stopping by - Gabrielle

GOOD MORNING CHERYL! Glad to hear it -- Gabrielle

GOOD MORNING BILL! Yes it does -- it's natural to just want to agree to make the clients happy - but it's better to be objective! -- Gabrielle

GOOD MORNING JANET! I agree! Thanks for your comment! --Gabrielle

GOOD MORNING DEE! Well said! Thank you for pointing out the follow up- it's a key factor to retain business! Thanks for your comment! --Gabrielle

GOOD MORNING DAVID! I've seen some home inspectors that really shine in this area! Glad this helps you! -- Gabrielle

GOOD MORNING MICHAEL! How true! Thanks for your comment! --Gabrielle

GOOD MORNING ANNA! Well thank you! Very good advice - I've found that once it becomes anything other than about the clients needs - it's an uphill battle the rest of the way! Thanks for your comment! --Gabrielle

GOOD MORNING CORRINE! A few bad apples in our career is enough to make it tough for the rest - very true! Thanks for your comment! --Gabrielle

GOOD MORNING GREGORY! Perhaps then if we know that they are calling us to buy or sell - the rest should fall in to place! --Gabrielle

GOOD MORNING DAN! Well said! Thanks for your comment! --Gabrielle

GOOD MORNING ROSEANN! Well thank you - I appreciate the wonderful comment! -- Gab

GOOD MORNING JERRY! I like it! Great idea! -- Gabrielle

GOOD MORNING FRANCE & MARK! That's right - that was a line -- it's been a while since I've heard that! Thanks for stopping by! -- Gabrielle

GOOD MORNING AARON! Very fun - thanks for your comment -- Gabrielle

GOOD MORNING DEBBIE! Thank you! Glad you had time to read it! -- Gabrielle

GOOD MORNING RICK! It is amazing that there are agents like this out there - clients need to definitely ask more questions! Thanks for your insightful comment! -- Gabrielle

GOOD MORNING ANGELICA! Glad you liked that part - it's certainly difficult to talk to someone who is distracted. Often, I find myself following up with those calls to make sure we have it right! Thanks for stopping by and leaving a comment -- Gabrielle

GOOD MORNING KATHY! Good to be reminded of that rule! -- Gabrielle

GOOD MORNING RAY! Well thanks! Glad you liked it -- Gabrielle

GOOD MORNING PATRICIA! It does seem simple! -- Gabrielle

GOOD MORNING KYLE! I always tell me daughter -- just tell me how it is straight up and from there - we can deal with anything! Thanks for reminding us of that! -- Gabrielle

GOOD MORNING BEVERLY! I love the two words - all of them! -- Gabrielle

GOOD MORNING DIANE! My biggest supporter you are! THANK YOU for your great comments! And for the re-blog! Will be at your page soon! -- Gab

GOOD MORNING DONNA & LARRY! Aren't you ever right! Sometimes when someone makes it harder than it is - it can work in our favor if we make it seem simple! -- Gab

GOOD MORNING TIM! Thanks for stopping and taking time to read it! -- Gab

GOOD MORNING KATHLEEN! Great comment! -- Gabrielle

GOOD MORNING PETRA! Thank you for taking time to leave your comment - glad it didn't need anything extra! -- Gab

GOOD MORNING JOYCE! It does every time - you are so right! Thanks for stopping by -- Gab

GOOD MORNING RUSSELL! It is a challenge - I am so glad that at least here on AR - there are 72 people who commented that are going to make less of one! -- Gabrielle

GOOD MORNING JOE! So true - those numbers really support this post! -- Gabrielle

GOOD MORNING JOEL! Thanks for saying that -- it's good to get grounded again! Happens to me all the time! -- Gab

GOOD MORNING TOULA! I love it that you summed it up so nicely! Nice to see you here! -- Gab

GOOD MORNING STEPHEN! Yep - and that's hard to do - but it must be done! Makes us stronger and keep our dignity too! -- Gab

GOOD MORNING MICHAEL! Thanks so much - it's always nice to see you here! -- Gab

GOOD MORNING NANCY! Thanks for your comment Nancy! -- Gab

GOOD MORNING CHUCK! Yes they do! --Gab

GOOD MORNING COLLEEN! It sure would make it easier for everyone if we ALL followed the basics!-- Gab

GOOD MORNING PAT! Thanks for stopping by - Gab

GOOD MORNING MISSY! I've seen some try by assuming they know - that's usually when clients start looking for another Realtor! Nice to see you here -- Gab

GOOD MORNING JACKIE! Thank you! -- Gab

GOOD MORNING CLAUDETTE! Great comment - people do want to work with someone they feel comfortable with! -- Gab

GOOD MORNING DAN! Nice to see you here! Thanks for the supportive comment as usual! --Gab

GOOD MORNING FERNANDO! What a concept! - Gab

I assume the sale with every client. They are calling for real estate needs so I give them the best service. Great post

Gabrielle, great post!! I agree that real estate is a people business and if you don't connect with your client you won't succeed. Thanks!

NOV

Seems like your right on target, thanks for sharing your insight.

NOV

Great Post! You hit the nail on the head, thank you for sharing.

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