Your Florida home buyers and willing, ready, qualified but you are facing one monster challenge: a large inventory. In Lee County Southwest Florida as in many parts of the country the inventory is so large that no matter how many "deals" you show, your buyers still think, with good reason that there may be another better deal around the corner. 
Fort Myers
In Fort Myers/ Cape Coral you may have 120 homes that may fulfill the requirements or preferences of your buyers. We all know the following to narrow down the search but it does not hurt to revise them: square footage: after you have shown a few properties as them what they think of the size.What size home are they living in at the present and is that to large or just right for them?
Pine Island, Bokeelia
When they say" We would like a 3 rd bedroom or a den which could be also a bedroom for a guest. Again ask them if they have a den right now. If they need a home office or music room and when they have guests, do they have more then 2 at a time.
They say" we would really like a pool" but "if the right home comes along without a pool we would be willing to look at it". That means: shoot for the moon first and show homes with mostly pools. This will drop the search drastically and after all they really want a pool. 
San Carlos Park
Formal living room or just great room? Some buyers are very particular about their garages. They don't want a small garage. Age of the home. "We may consider an older home IF its well remodel" Again shoot for the newer home.In this case they really prefer newer homes. What does that mean? 1997-2000 and newer.Listen to their answers when you talk about the age of a home.
Fort Myers Historic Distric
You have now dropped your search of possible from 120 to 22. Landscaping and fences: ask how much landscaping they want to do.Some are gorgeous but are a labor of love. How much privacy do they need? If its not fenced, and they have a dog would they put a fence or rather not bother with it and have it already installed?
Floors. Most buyers like large tiles, But what about the bedrooms? Would they still like it if it is wood instead or carpets? Vaulted or not vaulted clings? Kitchen: do they need a top of the line kitchen counters/cabinets like Corian or granite are happy with just upgraded newer counters. Floor plan? Do they prefer the master bedroom being completely apart from the rest of the house?
What is their preferred architectural design? That is a big one. crucial!
Marco Island
Open floor plan. If they have kids, would they prefer a large back yard? The husband "would love" to be on canal, and sail and fish from there. How serious is he? When they say $300-$350 K be direct. "Does that mean that you would much prefer pay $310 maximum or not?" Don't show homes they cannot or don't want to afford.Waste of time for every body.There are some exceptions and of course it never hurt to show that one exceptional home that may be a tad over their price range. The sellers may be agreeable to negotiate.But I would not make that a habit. Assertive is ok ,pushy is not.
Bonita Springs, Hickory Bld.
They know how much they want to spend and once you pre-qualify them you will know even better. Unless they pay cash ... You are now in business. You are getting closer to the type homes these buyers really want, that suites their needs..You have only 10 homes left. Show all of them. Then after a few showings send by e-mail the pictures you took of these 3 which they are most interested in. They saw quite a few homes and they need to know what is what again. Take 20-30 pictures of each room, even of the closets, and of the exterior, the yard, the landscaping, details of interest. If you don't recall each room why would they?
Fort Myers Beach
They might be brain dead after seeing so many homes. Add the MLS sheet again to your email or in person, the taxes for the new year and any new data which will help them make the best possible decision besides an emotional one. And last check the obvious home buying tips: how many days on the market and at what different prices and time. How much does the seller owe? Come with your comps when you are down to the last few. You are representing the buyer.
Happy Hunting!
LLoyd Nichols
Right Choice Realty LLC
6360 Presidential Court, Suite 4
Fort Myers, FL 33919
cell: 239-810-2980
Fax: 239-463-4826
home office: 239-463-5217
Active Rain Blog: http://activerain.com/blogs/lloydn
Website: http://www.mlsouthwestfloridahomes.com/
Website Blog:http://ftmyershomesandgardens.blogspot.com/
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