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Would-be buyer needs advice, please help

By
Services for Real Estate Pros with Marte Cliff Copywriting

The following letter just arrived in my in-box, and it seemed like a good question to pose to agents.

This is a couple who has traveled from Florida to Tennessee three times in search of land, and they feel as if they're spinning their wheels.

What advice would you give them? What questions would you want them to answer in order to qualify them as serious buyers?

Marte, First of all, thanks for your book The Land Buyer’s Guide. We are trying to use it as a guide in our search for property in Tennessee. We have made three trips and have ridden around the country-side with 2 realtors and feel further away from our quest than ever.

Which brings me to my question. How do I get a realtor to actively work on my behalf, seeking out properties that we might be interested in?

Both realtors that we have dealt with to date are very nice people but I’m left with the feeling that they don’t look at me as serious. I feel like I’m on some second or third tier list of prospects they’ll get around to if they stumble across something they think I might like IF they remember me.

I hope it’s ok to impose on you for this question. I appreciate any insight.

By the way, the Land Buyers Guide isn't telling them to ask for anything unrealistic. It simply warns people to ask the right questions before buying land.

Things like:

  • Is there power to the property, or can I get it here? Where do I go to learn the cost?
  • Is there a sewer or is there septic approval?
  • Is there water to the lots?
  • If not, how deep are wells in this area?
  • What are the covenants and restrictions?
  • What is the zoning?
  • Is this a legal parcel?
  • Is this road maintained by the city/county?
  • If private, is there a road maintenance agreement in place?

I wrote it shortly after I left real estate, at my husband's urging. For years he'd been listening to me talk about the trouble people got themselves into - simply because they fell in love with property and didn't ask the right questions. (And some unscrupulous sellers and their agents didn't reveal what they really needed to know.)

Comments (15)

Kathy Streib
Cypress, TX
Home Stager/Redesign

Marte- I suggested this one so that we could get some informative responses!!  

Mar 25, 2014 04:39 AM
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Thank you Kathy!

Mar 25, 2014 04:52 AM
Tammie White, Broker
Franklin Homes Realty LLC - Franklin, TN
Franklin TN Homes for Sale

Marte, I will tell you if these buyers are 6-12 months out for a purchase, they will be considered third tier buyers. There are three distinct parts of the state so just knowing that it's Tennessee isn't enough information to be helpful. Price varies so much from one area to the other. For example, three hours south of Franklin TN, you may be able to buy land for $9K an acre but if you are buying in Franklin closer to town and civilization, you will start at $90K an acre. That's a large price difference. I left you a message and would happy to talk to you more about this.

Mar 25, 2014 04:56 AM
William Feela
WHISPERING PINES REALTY - North Branch, MN
Realtor, Whispering Pines Realty 651-674-5999 No.

First off the agents need to understand what kind of property the buyer is looking for.  Next, How likely are they to find such a parcel.

The buyers need to be made to understand that depending on the needs it could take months if not over a year.

I am working with a gentleman that has specific needs for the land he wants and a certain area.  I made him understand that is could take over a year or only a week.  he was fine with that.

That was 3 years ago.  I E-mail once a month if nothing comes up or I will send him anything that is remotely close.

I would not say this puts him on  a 3rd tier of prospects, because as soon as a property comes on the market he is on the top of the list.

I would also tell the buyers that if they have not heard from the agent in a month to contact him or her before just changing.  Changing is going to make you review properties you have already said no to.

If that doesn't work, then a change would be in order.

Mar 25, 2014 05:18 AM
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Tammie, I wrote him back with questions. He's looking in the Cumberland Plateau counties. Just found your message... talk to you in a few!

William - Yes, I think that hearing from the agent or not would be a good indication of whether the agent is keeping them in mind or forgetting them.

Mar 25, 2014 05:32 AM
Than Maynard
Coldwell Banker Heart of Oklahoma - Purcell, OK
Broker - Licensed to List & Sell - 405-990-8862

Sounds to me like they don't know what they want or they are possibly being unreasonable. They need to specify what they must have and narrow the location down.

"We have made three trips and have ridden around the country-side with 2 realtors and feel further away from our quest than ever" Why 3 trips? Why 2 Realtors? Around the country side? How big of an area are they looking in? At $3-5.00/gallon you are going to quickly convince an agent you are not serious.

Why do they need an agent to show them raw land?

Honestly, it sounds to me like they expect to be treated like Kings while  THINKING about a small purchase. They are going to be 3rd tier until an agent senses they are serious buyers. (Three trips is a lot of trips to still have such a large search area.)

I seldom show lots and small acreages UNTIL the buyer has viewed the area and is interested.

I will guess the agents felt like tour guides and that they wasted their time.

Mar 25, 2014 06:43 AM
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Than - I have more information now. They're actually looking for a cabin on 12-20 acres.

Mar 25, 2014 06:57 AM
Wayne Martin
Wayne M Martin - Chicago, IL
Real Estate Broker - Retired

Marte, great list of questions that some may overlook. Suggested your post this morning! Enjoy your day!

Mar 25, 2014 09:30 PM
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Wayne - thanks. Perhaps if we help this couple learn how to get better service it will help others as well.

Mar 26, 2014 02:03 AM
Connie Harvey
Pilkerton Realtors - Brentwood, TN
Realtor - Nashville TN Real Estate

Marte, I think the important thing to remember is that many agents don't know anything about selling land! They need someone who actually know that those questions are all very important.

Mar 26, 2014 05:38 AM
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Connie - So true. I'd guess that a lot of agents have never witnessed a perc test for a septic system, had to research well depths, or work with a home seller to arrange for a road maintenance agreement.

Mar 26, 2014 05:43 AM
Debb Janes
Nature As Neighbors - Camas, WA
Put My Love of Nature At Work for You

I agree regarding the lack of knowledge about selling land - it's a niche. Buyers interested in purchasing land should do their home work and employ a  real estate pro with plenty of experience.

Mar 27, 2014 12:03 AM
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Debb - Yes, and even selling homes/cabins on acreage is different from selling homes in the city.

Mar 27, 2014 01:34 AM
Diane M. Phillips Realtor 443-286-4365
Frankly Real Estate Inc. - Manchester, MD
Specializing in Carroll Co., MD

Marte ~ It sounds like you've gotten them off to a good start. I would think they could interview agents and sign a buyers agency agreement to show they are serious. They could also provide proof of the ability to purchase, however, only to the agent they choose to hire.

Mar 30, 2014 11:56 AM
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Diane - Yes, choosing an agent and becoming committed to working with that agent is a good first step.

Mar 30, 2014 01:45 PM