Ask Your Agent for Sample Documents

It's no secret, the market is not moving at the breakneck pace it has been for the past several years.  The days of writing offers on the hood of my car are (for now) a fond memory.

Can you imagine a first time buyer, or any buyer for that matter, having the eight page purchase agreement, and all the disclosures that go along with it, handed to them with their agent standing there saying "You have to sign here, here, initial there, there, and there... you missed one..." five minutes after showing a property?  No wonder so many people don't trust us!

That was the standard procedure when showing a hot new listing in a seller's market.  And while always acting with their best interests in mind, of course I was nervous as I stood there, looking my clients in the eye and saying "if you don't write an offer now, the likelihood of this property still being available after you've thought about it are virtually non-existent."

That's when I learned something I incorporated into my routine when working with buyers.  In fact, I did it just yesterday while I was talking to the clients I'll be with this weekend.

I eased into the conversation the following: "Look, Mrs. Buyer, I realize this isn't your first purchase, but its been six years since your last, and things have changed.  If we find something you really like and want to make an offer, I don't want you and your husband to be caught off guard.  Would it be all right if I sent you a sample copy of the Residential Purchase Agreement and all the disclosures that you'll need to sign?  There's no obligation, I just want you to be comfortable and knowledgeable with the updated documents."

Without any hesitation, she thanked me for being so thoughtful, and even gave me her husband's email address, a closely guarded secret until that point, so I could cc him.

We provide a service.  Be creative, be thorough, be thoughtful.  Taking an extra step or two can be the first couple of steps in establishing an immeasurable level of trust.