When you have a client that is ready, willing, and able to buy a home, how many homes do you show?
Do you show 3....5......10......15.......20........?
While involved in New Home Sales, I would regularly see Realtors bring in their clients after long grueling days of looking. While asking questions, I would typically find out that they had been looking for weeks, sometimes months to find a home...WOW!
After building rapport with them, I would go right into asking them what is important to them. Not the cosmetic stuff, but the stuff that is actually important. How do you use the home? Where do you spend the most time?
From there I would piggy-back question after question really getting into the emotional buying motives.
After finding the perfect home for them, discussing terms and making sure they were comfortable with the monthly investment, we would be ready to get the paperwork started.
This is where it gets confusing...as I would begin to prepare the paperwork, on many occasions (most), I would here this from the Realtor...."Well, we still have to look at (Insert any number) homes before we make a decision."
What?
Why would they not want their buyers to make the purchase of the home they really want, in the perfect location, at the price and terms they desire?
Sometimes, in a very confusing manner the people would actually leave with their Realtor. Sometimes, I would ask the question I listed above.
My question is this.
Why keep looking after the "decision" has been made? Is it about showing a certain number of homes or is it about finding the right home?
My advise is this:
- Before looking at tons and tons of homes, really find out what the buyer is looking for. Not the paint color or the cosmetic items, but the spacial use of the home. Find out what is important to the buyers. How do they use the home?
- After determining these factors, find out which location suits their needs and desires the best. Why is that location important...schools, work, what is it.
- Now do the research based on the above criteria and their price point. Find 3 homes to view and go see them. After 3 homes in a short amount of time, confusion and indecision set in.
How many homes do you show?
How do you use your time?
Curt Fletcher aka The Likeability Guy
Author of "How To Sell More Homes and Increase Your Income"
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