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Buyers Interview...Yes, No, Sometimes, or Maybe?

By
Real Estate Broker/Owner with Wilmington Real Estate 4U Wilmington, NC

"The Buyers Interview"  I will go ahead and skip the suspense, I interview buyers!  Do You? 

Just like the "Listing Presentation" where you ask questions, prepare a market analysis, tour the home, discuss marketing, and talk price, are you not following a script, an agenda, or a process where you have them sign a listing agreement.  It should be no different when meeting with buyers!  Yet many an agent will not do this important interview.  How do you think the adage that "Buyers are Liars" originated?  "Buyers are Liars" because you did not ask the right questions, and find the correct solution for their housing needs.

Now I'm not saying every buyer you meet, has to come into your office, sit down, and be wowed by your "Buyers Presentation" What I am saying is that if you ask the Who, What, Why, Where, When and How, you will be on your way to a good "Buyer Client" ...one that signs a Buyers Client Agreement.  You will know their answers to your questions, you will know if they are serious, or a long term soon to be buyer, and you will gain their respect, and loyalty!

Loyalty, and Respect....isn't that what both the buyer and the agent want to achieve?  I utilize a "Buyers Commitment Agreement" that we all sign.  You look for a commitment from the buyer, does it not make sense for you to make a commitment to the buyer?  Isn't he or she looking for the same thing you are?  Buyers are NOT liars....you just have not gained their trust and commitment. 

Side note:  a commitment is soooooo much easier to explain and obtain a signature, than any buyer agency disclosure legal paperwork.

Dick Beals

Comments (2)

Victor Zuniga
Berkshire Hathaway Home Services California Properties - San Diego, CA

I think buyers need to be qualified just as seller qualify agents when placing their homes on the market. You're better off knowing whether you can work with this person.

Feb 28, 2011 08:22 AM
Dale Ganfield
Leland, NC

Hi Dick and Sandy, an interesting concept.  Asking the WWWWWH questions go a long way to help you gain insight to the buyer's motivation.

Mar 01, 2011 06:13 AM