"I'll Know It When I See It"

As a broker that tries to teach my newbie agents things to watch out for, I think this statement is one they will most likely hear within the first few months of their real estate careers.  Many potential buyers refuse to sign buyer representation agreements and want the agent to show house after house.  Anything that catches their attention even if it does not fit the criteria they have explained to their agent.'

"Just show me some houses!"  "I'll  Know It When I See It."  My answer is "Really?"

How do you know you will know it when you see it?  If that were totally true, the agent would not be needed to point out the highlights of the property, to showcase the amenities, and to lead in the direction of a close.  Most buyers do not recognize immediately the home they purchase as the one they want and need.  Agents do so much more than just drive a client to a home and open the door.

If buyers knew it when they saw it, why would they have to sleep on their decision?  Just go to the office and write a contract. 

For the newbie agent, one question you want to ask right away is "How long have you been looking or considering purchasing a property like this?"  This is very important because the longer someone has been looking for a particular kind of property, the more likely they are to have narrowed down all the amenities that are essential in their purchase.  Then it becomes more possible for someone to "know it when they see it."

 RICKI EICHLER REAL ESTATE

2916 Memorial Blvd              Kerrville, TX  78028                (830)257-2520                  www.reretx.com