Some areas of the country are more prevalent for relocation than others, and Carlsbad (and San Diego in general) is one such place. Many agents, especially in this market, I expect, will work with relocation clients, while others specialize in these buyers because of their interest and experience. Whether or not you are a specialist in this niche market, there are things that can be done to make the most of the experience for your buyers.

There are a number of strategies you can, and should, employ to impress your clients who are relocating. But once they start the actual process of actively looking at homes on a house hunting trip in the new location, I suggest the following tips to show you are the expert and give them a positive, and informative, experience.

• Get to know the inventory that meets the criteria of your buyers so you can talk intelligently about the homes and provide comparisons
• Unless the buyers have no clue as to which homes they want to see (rare, in my experience), obtain a list in advance of their visit so you can (1) coordinate a tour of homes, and (2) drive by the properties and the general area (and preview, if time permits)
• Provide an itinerary along with MLS print-out of all the homes. I often include a map showing the location of all the homes on the tour so help orient the buyers to the general area. Show them what they want to see, but if appropriate include some other things that you know fit the criteria. And be prepared to not stop at a home if, when driving by, they decide it is just not right. Why waste valuable time?
• Give them a folder with information about the area, maps, general buyer information they should know that you may not have already shared, and other things you think a buyer would want to know. With folks from out of state I share a “sample” of the buyer documents they will need to sign when they make a n offer
• Pick them up at their hotel (or meet at your office to start) and be the chauffeur (make sure you have plenty of gas and your care is clean inside and out). Although I generally find that local buyers drive on their own and I usually do not play chauffeur, with relocation clients, who don’t know their way around, this is a good chance to be a knowledgeable tour guide, get to know them better, and exchange more feedback about the homes you are touring
• Take a digital camera for photos in case they want them and don’t have theirs (and of course you will have already sent them the links to your ActiveRain articles, especially the community profiles of the areas they are interested in - here's one on Carlsbad)
• Be prepared to answer questions about the community, but keep in mind the Fair Housing laws (read Charles McDonald’s terrific post from the other day and the follow-up by Eric Kodner)
• Make sure you know where you are going so you don’t waste time – use maps, GPS, knowledge gained by driving around beforehand
• Bring water and snacks, and plan to stop sometime for lunch (your treat) at a nice restaurant that might be a good example of dining in the area they are touring. No fast food, please. This is a good time for a break, and to sit and chat
• If they have particular interests, make sure you provide information and perhaps stop in to visit if that’s something you can do, say at a mariner for the sailors (recent clients of mine are big golf enthusiasts so we stopped at a couple of the clubs and pro shops)
• Try to drive by some of the sights that you think will interest them (tourist attractions, for example) and give them general information about shopping, major roads, public transportation and other tidbits about the community as you drive around

Keep in mind they are here to learn as much as possible and to become familiar with the area, the neighborhoods, the housing, market conditions and more before they decide on what to buy. Make sure they get all the information they need! Since folks who are on a house hunting trip are usually on a limited schedule, be sure to make the most of the time.

I wouldn’t worry too much about scheduling too many homes, but check with the buyers, especially as the day wears on. They probably have specific things they want accomplish in a narrow time frame so make sure you arrange your schedule to allow for that.

And don’t take calls throughout the day without asking permission (better to not at all unless they pertain to your clients unless it cannot be helped). Your focus needs to be on them!

And hopefully you will be sitting down to write an offer by the end of their house hunting trip before they head home.

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MORE REAL ESTATE INFORMATION:

Fans of Coastal San Diego - a fun blog about living in the San Diego area, including Carlsbad. I would love to have you stop by and add your own thoughts and recommendations.

Relocation A to Z - everything buyers and sellers need to know about relocation to Carlsbad, or anywhere else.

First Time Buyer Central - for new AND experienced buyers