I Need Motivated Sellers, and Qualified Buyers!

In the Atlanta area, one thing that has changed in the way we do business is that more than ever it is critical to determine the motivation level of Atlanta home sellers, and the financial qualifications of Atlanta home buyers.  It is one thing to list a home in a really great market gambling that someone will buy it, it is just a matter of time.  Thinking like that will rationalized listing the home at a slightly higher than market value waiting for a particular buyer.  Time was on our side.  It was the same thing with Atlanta home buyers,  Sometimes you could pass on asking too many qualifications, and making a pest of yourself and chance losing the buyer.  You don't want to ask too many questions in a really hot market!  But times have really changed, and it seems as if there aren't enough questions to ask a buyer before opening doors for them and taxing them around town.  And after they are qualified?  How about a signed buyer agency agreement or you are not going in my car!

Both groups have one thing in common in this market, homes are not selling as quickly or sometimes not at all, and financing a home mortgage has changed dramatically.   For new agents, they have not yet connected all the dots, and cannot see the big picture.  Once they can, they will see that they may just be wasting their time.  Taking a 90 day listing in a market with an average of 120 days to sell is like driving across the dessert with 15 gallons of gas ...knowing it will take 22 gallons to drive across.  Not too smart! Pricing a home above market may mean the home will never sell or get any showings,  irate home owners will harrass you for not being able to get their home sold.  They will trash your reputation with everyone they know.  It doesn't matter that the home is over priced, it is your sign in the front yard that spells out "LOSER!"

If you work too many unqualified buyers, the resentments of not closing a deal or wasting valuable time, gas, money, wear and tear on a car and a loss of business turned away...will eat you up!  Burn out!  And whose fault will it be?.