I spoke to an Albuquerque Buyer's Broker who showed one of my listings today and when I hung up the phone I was left shaking my head. This isn't the first time I've spoken to this gentlemen after he has showed one of my listings, but it may be one of the last because, frankly, I don't think he has a clue how to sell a house. He may be out of business soon.
When I asked him what his buyer clients thought of the property he said "I don't really know, they didn't tell me."
When I asked him about the pricing he said, "I don't really know, I haven't looked at any comps." I mean 
they looked at other houses that day in the same neighborhood and in the same price range, right? Those would be the comps.
To be a nice guy and to try and get some feedback to share with my seller I tried to probe him with a few more leading questions like "did they like the big living room," and "did they like the really cool hot tub room?" Finally he said "Yes, they liked the hot tub room!" I got excited, I thought I was finally getting somewhere here. We chatted for a few more minutes then I said "Do you think they will come back to see the house on another trip?" You guessed it, he said "They didn't tell me." However, he then proudly told me that he did ask them if they wanted to buy it and they said no, not today. Aaarrrgghhh!!! That's not how you're supposed to do it!!!
Ok, all you newbie Buyer's Brokers out there in Albuquerque. Here's the scoop!
You don't ask your buyer clients if they want to buy the house unless you already know that they want to buy the house! Don't be a jerk and ask then if they want to buy every house you show them! After all, nobody likes to be pressured!
How do you know if they want to buy the house? You ask them questions like "Do you like the hot tub room?" If they say "Yes!" then you make a mental note. Then you ask them, "in your opinion, is a big backyard something that is important to you?" If they say "Yes!" then you make another mental note. As you compile your mental notes into a long list you'll be helping them to prioritize the home features that are important to them. Oh yeah, and in the process you'll be learning what their needs are likes are so that when you see the house that has everything on the list you'll be able to say "Hey, I bet you really like this house, it's got everything you need!" And they'll say "Absolutely, yes it does! We want to buy it."
That's a win-win and that is how you make a sale without having to pressure you buyer clients. Wow. That was really hard, huh?
If you want to be a successful Albuquerque Buyer Broker, don't bug your clients by asking them to buy every house you show them, help your clients define what they are really looking for in a house. Not only will your clients like you better, but sales will get easier too. And if you do, maybe the next I call you for feedback on my listing you'll be able to answer my questions.
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Me and my team of buyer brokers never pressure anyone to buy a house they don't like or before they are ready. We listen, and we help them make wise decisions.
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