We went to show one of our listings today to a buyer not working with a Realtor. Of course our goal is primarily to sell them that house, but it is also to gain that buyer as a customer. This buyer is different - she has done her homework, she knows the inventory, the price per square foot, the recent sales and how long properties have been on the market.
When we asked why she is not working with a Realtor, her answer was that she thought she would have a negotiating advantage if a second Realtor was not involved.
We all have ways to respond to unrepresented real estate buyers, we all have our schpeels and some even scripts. We all would have made points about the advantages of working with an agent that knows the area, the other Realtors and the inventory. We would have even explained the real disadvantages of working without an agent.
I wanted to pose this question here in Active Rain to see what approach you would have taken with an educated consumer that believes there are more advantages to working without a Realtor than with one.
What would you have done? Please keep in mind that even if you could not get this consumer as a buyer, it would be smart to keep the doors open in case she liked the listing she was looking at.
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