'No, I won't be showing you any homes while you are here to view listings!' That is exactly what I told a prospective buyer on the phone the day before they flew into Tampa International Airport to view local listings.
Why? Simple, I have some basic guidelines that I stick to. I have been in this business long enough that I know what works and what doesn't work. I am not a local taxi service nor do I function as a tour guide. You will have to find someone else for that.
When a buyer first contacts me, I get all needed information on what they are looking for. When they are out of state, or for that matter out of country, it is vital that I know exactly what they want to I can set up our search parameters and see about finding that home or condo for them.
I also explain that ALL offers MUST be submitted with either proof of funds for a cash deal or a preapproval if it is a mortgage. I go on to explain that the proof of funds can be something as simple as a computer printout of their bank statement's first page, showing what is in the bank along with their name and address - just blacken out the account number.
Everybody seems to understand that but when I continue to explain that I also need this information BEFORE we get into the car to view homes, many people balk. My explanation goes on that I only work with serious buyers and that our company policy is that Realtors MUST have the preapproval or proof of funds BEFORE showing even one home. Sellers expect that from us as professionals and we, as Realtors, comply with that expectation. This is a technique I have used for years and in very few cases have I had any problems. Those who refuse to comply are not serious buyers.
Recently I had another prospective client who wanted to look for condos...he refused to supply anything, constantly saying he would provide the information before he arrived. Guess he thought that when it got down to the wire, I would simply cave. I reminded him in another email the night before he flew out, stating that I would NOT set up appointments without the paperwork being emailed to me. He flew in, called and said he was ready to see properties.. I asked if he had the paperwork I needed with him, that the hotel could fax it over and I would begin setting up appointments for the next day...he was irritated! No, he did NOT have the paperwork and if I did not want to show him properties, there are plenty of other Realtors out there that WILL drive him around!
My response? I politely told him that I was sorry he felt that way but I also had to agree, that he did indeed need to work with another Realtor. At this point, even if the paperwork was to come, I did not thing we would be a good fit to work with each other.
What is interesting is that I set him up with a Listingbook account months before before he arrived and I noticed that a month after his drip down here, he is still looking at properties on that account. Guess my gut was right.......he wanted a tour guide.
We, as professionals, need to stand our ground and not be afraid of letting a client walk! If there is one thing I have learned, it is that serious clients do NOT mind providing the needed paperwork so they are ready to put in an offer and they don't mind providing it in advance. As one buyer recently said to me: "If I was selling my home, I would hope that all the agents showing it had also made sure their clients had proof of funds or a preapproval. I would not want people marching through my home just because they wanted to look inside. I would want serious buyers only!" And that is just how I feel!
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