Home : Blogs : Celeste "SALLY" Cheeseman HAWAII Relocations & Real Estate : ALOHA! Hawaii Real Estate and Relocations Blog

Realtors® Who Give Attention & Care to the Home Buyers You Ignored

How often do you get a call or email and the "potential Home Buyer" is not going to be buying for a couple of months? A couple of years? Do you just 'let it go' because it "ain't happening" and you just want instant gratification? Well, I have news for you! You don't ever REALLY know if a potential buyer is going to REALLY buy right then and there anyway.

The scenarios may differ but they can sure take on a life of its own with a Realtor® who gives great attention and care to the "just looking, not ready, not relocation for x amount of months, years" potential clients. A good Realtor ® takes the time to LISTEN to all the needs of the home buyer. This isn't a grocery line to hoard the consumer in and push them out.

The examples below are scenarios of real life situations of mine that turned out differently than the beginning conversation.

"I won't be moving to Hawaii for two years but wanted to be proactive in my home search". Currently, these clients will arrive in ...now it's 10 months and we have gotten to know each other, fine tuned their criteria and are ready to go once they get here.
"I have lived here in Hawaii for a year and I'm ready to buy but want to take my time". We found property the first day of showing and the transaction closed in 45 days.
"I don't want to buy for three months because that's when I will get a raise in pay". First day out on showing appointments and we put in an offer, accepted and closed in 30 days.
"We're just looking at Open Houses today and not sure if we're ready". After talking with them, they called me the next day and wanted to put in an offer. They have been proud home owners for the last two years.
"My brother is wanting to buy but don't know when they'll be ready because it'll be their first home buying experience". It took six months but patience and understanding landed them the area, sq. ft. interior/land they wanted AND the price range they could afford.
"I need an agent who will give us the time to look at different neighborhoods around the island so we can examine all our options". They called me the next day after going to an Open House and asked if I could make an appointment to look at it again. We went within a couple of hours, put in an offer....and they subsequently bought...and two years later sold with me.
"The agents I called wouldn't give me the time of day because we aren't moving there for three months". This transaction just recorded yesterday (you can watch the video .....here LIVE on VIDEO: A Hawaii Military Relocation Story Comes to Life

These are just a few examples that may be similar to ones that you brushed off and ignored.

Then they called ...... ME.

First impressions aren't always as they seem are they?

Posted by Celeste "SALLY" Cheeseman HAWAII Relocations & Real Estate on 04/13/2008 01:34 AM

Comments (93)

hawaii real estate, hawaii homes for sale, hawaii move transfer

Originally posted at: Hawaii Real Estate & Relocations : Realtors® Who Give Attention & Care to the Home Buyers You Ignored

This post has been included in Hawaii Information Honolulu County, HI Information
Post is included in group: Realtors®
Post is included in group: Real Estate Rookie
Post is included in group: e-PRO Internet Technology
Post is included in group: POSITIVE ATTITUDE for the Weary Soul
Post is included in group: REALTOR LIFE

93 Comments on Realtors® Who Give Attention & Care to the Home Buyers You Ignored

APR

2008

Good Morning , We are sooooooo on the same page. My post that I have been trying to get finished is not too far off from the one you wrote, except that it may be the ultimate optomization of exactly what you do. It has been years since I have been this busy, sorry about missing so many of your posts, i will hopefully catch up this weekend.

Sending all my best your way!

You make a good point. Buyers sometimes think they have to be very proactive - those are the planners - and start a search years in advance, or may attempt to deflect a sale's pitch by saying "we're just looking". But all they're saying is I want to take my time, or I need to work with someone who won't be pushy, or I do't have enough information yet to make a decision. Good for you for taking the time to get to the core of what they really needed in a Realtor.

Good morning my bestest of friends! I have to catch up severely....I couldn't hang out for those couple of days AR was not working well. Time...I didn't have for that. :) Closed one yesterday....go watch the video! I got the flip video and it's sooo wonderful William!

Will go to yours now :)

Sally - I can not tell you how many times I have had buyers that have told me that they are just trying to start thinking of neighborhoods, and they are so far out, and then - boom - they buy. And even if they don't, aren't most agents going to want that client down the road?

Gabriele: I too have the same concept on how I run my business. It's not about me....it's about the client ...and their needs, their wants...and their desires :)

I have a question, how do you get them to make an appointment if they say they are "just looking" at an open house, or they look on your website, and indicate their buying time is "unknown" and all they leave is their email address, no other means to contact them? I am ready willing and able to do what it takes to convert these folks into clients..but how????

The absolutely favorite buyer for me and the agents and brokers in my network are relocating home buyers.

Steve: Exactly! I tell you what....if I just sat around and did the pick and choose thing....i wouldn't be doing my industry any justice would I? Thanks Steve...you're on the same wave length :)

EXCELLENT!!!

I completely agree.....I myself am very much that type of buyer that puts up a filter to leave myself an out, but can purchase as soon as I start looking, and fill out a form. As a result of this, I speak with any borrower or potential borrower that is looking to purchase anytime within the next 9 months.

I am sorry that I have been noticeably absent from AR that I have missed so many quality postings from yourself and so many others.

Aloha!

Sally, even if they are going to buy in 6 months or a year, I think it's a great investment of my time and effort. And you're right - when they walk into THE ONE, the whip out their lucky pens and reach for some paperwork to sign!

Jody: With the Open House clients....they had inquired about loans and were told they'd need to do a 80/20 interest only loan. NOPE! I gave them basic info on VA loans and that made all the difference in the world. I knew what I was talking about....and also had a LO do a flyer for the listing I had with program info...including VA. I also have guest sign in sheets with their info and ask if they would like me to email them some info. I follow up with emails but nothing we can do to "make" them follow through. If there is a contact number I call asap.

Bill: I don't leave a time limit but I do follow up consistently so I know who isn't serious or who may be almost ready and such. Glad to see you cruising around again...

Patricia: No kidding. I do believe that in the long run the most satisfaction and reward I get is that I was finally able to help them....and those are the ones that appreciate us more too!

Lenn: I agree....something always happens from the care we give them throughout.....and I do believe that those are the ones who remain loyal clients too. I like that.

I'm sure they would never brush you off!

You never know when they will be ready or if they will actually buy. Some of the ones I least expected turned out to be the best clients.

Neal: Because you wouldn't :)

Randy: Exactly!

I completely agree. Staying in touch with & taking care of clients who aren't ready to buy yet, cultivates the relationship. Also, you never know who they know that may be ready to buy before they are! And it always seems that we end up writing an offer well before they thought they would be ready!

Sally. Great post. Keeping up with the future clients are vital. Thanks for sharing. Royal..

Dawn: That is a known fact (for us who do stay in touch :) and it is those that are thinking in the best interest of their soon to be clients are the ones who will succeed.

Royal: It is vital for all parties involved to have a successful outcome. You're welcome and have a great day!

Sally, good for you! Patience most certainly is a virtue. Many agents would give up on these types of buyers, but those who stick with them earn the dough. I plan to be in this business for at least the next 20 years, so I've got plenty of time to wait on someone (as long as they don't expect to make it their full-time hobby to visit homes without ever buying).

Brian: Sure is! And more often than not....these are the clients I enjoy working with....they're the ones who remain loyal and also are the ones who appreciate.

Sally - I learned a long time ago that one should never judge a book by its cover or in our case by the initial information we recieve. If they were not at least slightly interested in Real Estate they would not be talking to us.

WooHoo, I've had customers that I worked with for years before they bought or sold. I thik you just have to use your best judgement. If they are nice folks then I have all the time in the world. Of course I want be showing them houses every week for months on end but I can certainly work out a plan that will work for both of us.

Some agents have the habit fo being too quick to judge...they base a decision on appearance and make the judgement that someone is"a waste of time"...big mistake! What's that old saying?....don't judge a book by its cover.

Sally--You seem to have learned early that people making phone calls are interested in buying/selling no matter what they say! Sure there are tire-kickers out there but most people kicking tires really are out to buy sooner rather than later. Start the communication and see where it goes!

Hi Sally,

Everybody starts off this way... but when they find the right agent who takes the time and listens to their needs the end result is a new home! :)

Sally: I find it sad that a couple I just started a home search with met 20 agents at various Open Houses. And yet, when I met the wife at my veterinarian's office, exclaiming about how she couldn't wait to move, I asked a few questinos, and bingo...she didn't have a Realtor. Twenty agents let her slip through their fingers and she was fumbling with the phone, trying to find a lender. She's in good hands now. :)

Sally I have done Loans on people that the first contact that I had with them was more than a year, but during that time I stayed in touch with them and they with me, and when they were ready there was no question as to who they were going to go with.

Sally, I never try to assume when it comes to clients. Firstly, it's not my place. Secondly, I'd probably be off base. I don't give up and will update and work with them until the time comes. The only time that I do turn a potential client away is if they are rude and/or disrespectful. There is just no room for that.

Sally, we always have to stay in touch. I plan on being in business in two years? Hello? Oh by the way, I want to move to Hawaii in, oh, lets say 20 years? Will you be my agent? ;)

Sally, You made some excellent points that I believe other realtors may ignore or not see--potential. You never know what's going to happen with a new potential client and many people will brush them off....Look at your wonderful ciients and friends!

Kathy: That's for sure! I often wonder just how many slip through the cracks only to move on to an attentive and caring agent :)

BB: I'll stick with the nice ones :) There have been a few where our personalities clashed and I just moved on.

Joan: Yup...that's the old saying and it is surely a sad to know how many the clients have spoken to....before they met me :)

Teri: Exactly! And this ought to be helpful to new agents and a reminder to seasoned ones too :)

APR

2008

Suzanne: Lucky us,huh?

Chris: Now that a romance story if I ever heard one! Good job! :)

George: And that's the way it is.... they remain loyal to the ones who gave them the time, the care and listened....woohoo!

Marc: No kidding! My thinking is not as everyone else...therefore, my assumptions are just that....and we'll keep it back there :)

Audrey: Now...of course I'll keep in touch.... :) Who knows if I'll still be around though lol! I mean...in twenty years....I'll be 70.

Carole: You're such a doll. Thanks and hey...potentials are real people...with real dreams and desires. Who's to say they won't change their mind in time, place and circumstance..... it all depends and I'll be right there :)

Sally-I think all of us have different attributes we bring to our clients. I don't think everyone is cut out to wait....and that's OK, because as you stated...someone else will get those clients,someone like you. I think that many of us are niche Agents, we don't do everything and shouldn't try to be everything to everyone. I believe you have to be ultra organized to keep up with someone for that long of a time.

Well now that I've stated what "I" think...let's get back to what "you" think....and how well it works for you, and the clients you've so successfully assisted. Wonderful my friend :)

It isn't that people lie, they just want to know they won't be pushed until it is their decision. These are all things they say believing they are true at the time, but signals that when they are ready they will make a decision. Good for you for listening.

I see it in too many "old and experience agents" that only want to show 3 houses to the client and then want them to make up their mind

Morning Sally,

Great post! We too take all the potential buyers that the other Agents don't have time for, Currently we are working with a number of buyers that won't be ready until next season, as is the case with two listers. They don't want to go on the market until fall. Well --- we are ready when they are. The relationship is established and regular contact maintained. The rest will follow, that's part of our job and, guess what, we love it!

Have a great Sunday!

Sally, those they say they are looking in a few months, years or are looking for a family member are not always telling the truth. We have found the same thing to be true. We just continue to help them and sure enough many sooner rather than later find a home. You really can't tell, that is why permission marketing works.

Nice post. Many people start out by saying they are just looking so as to be left alone. As Missy mentions they may not be telling the truth.

Woo-Hoo: No truer words were ever spoken by a REALTOR. This post is so accurate! Good job and congrat's on the STAR!!!!

One of the nice things about being on the Internet for a while is that past clients can "reach out and find you" easily.

One thing I have learned about real estate - instant gratification rarely occurs. You have to prime the pump to get a steady flow of business.

Excellent points. I've even had people on my website (who never signed up or anything) who buy a house from me & tell me "I've been on your website for 2 years. I know anytime I have a question I can click on your website to find the answer. And I love that you didn't make me sign in to find it." That's pretty cool.

Sally,

Your observations are so true...one of the things I have learned is that 'things are rarely the way they seem'...may sound trite, but it lends credence to what you're saying here!!! Also, every contact, buyer or not, is a potential future client or 'lead generator'!!! Thanks, Fran

Sally~

Like you, we are in a relocation-location where second/vacation homes and land require thoughtful observation by buyers. Long ago we decided at our Firm that a long sell-cycle was just fine with us...and it has worked so well. Thanks for this post that confirms the concept that fast is not always "healthy" for business.

I try and work mostly with retirees and they are looking and learning years in advance. It takes time but it will pay off

I can honestly tell you that I take every buyer seriusly in this economy.

We have a large military community here. Many of my "lookers" start their search a year of more in advance of their relocation here. It' s very gratifying when they finally arrive find their perfect home in a matter of days and can close by the time their furniture arrives from their previous duty station. Lots of patience and follow-up on my part (and going out and taking more pics of potential locations), but in the end it's heart-warming knowing I've made their transition that much easier.

You just never know where the next deal will come from. Treat them ALL with respect. more likely than not they will come to fruition.

Sally, excellent point. I was actually one of those buyers. We first told our Realtor 10 years, then 2 years then 1 year and ended up buying a home the first time we visited!

Sally - This is a terrific point. I usually spend the time building rapport early, so that they will remember me when they are ready to go. Good job!

I can't believe how many people have become my clients after being told "call me when you are closer to buying", etc. Some agents are not even that nice about it. It makes me wonder if they are in the RE business for the long term.

Kathy: I suppose I decided long ago the niche thing for me was helping "everyone" that needed help.

Terrylynn: I believe the best thing I can do is "listen", be attentive, patient and caring. Like I said, this isn't a grocery store line for me or the clients that let me represent them.

Russ: Isn't that the truth! The transaction that closed on Friday....we looked at 14 properties the first day...four the next (two were the same of the day before) and they decided. I have seen the ones that weed certain ones out and pick what they want.

I NEVER blow off buyers because they don't need to buy right away. Isn't that why we have the MLS feature that allows us to setup the automated system that will keep them updated? In Florida, we have MANY buyers that won't be moving for a couple of years. I just setup the system and touch base periodically until they buy.

Hal: It is part of my job too. It doesn't take but interest, attentiveness, caring and patience so that a client knows they are important and that their needs I'm listening to.

Missy: The ones that I feel are serious are the ones that contact one of the local lenders I suggest and then set them up with the auto notification of listings for their criteria. The ones looking for friends or family members are not ones I consider serious....otherwise, their friend or family member can call me.

Gita: And my saying is, "Never know until we try". Our assumptions may not be right...as I demonstrated in this post. The ones that are not telling the truth will fade away.....but then again...there are ones who say they're ready and they fade away as well.

Kat; Thanks! It is astounding how many calls or emails I receive mentioning they didn't get attention from an agent. Now, if I respond and they don't email back....well, nothing to pursue there.

Lenn: Now that's a fact! I'm so happy I joined AR....I've learned so much and made it possible (with help from friends ....to find me :)

Hi Gary! Prime the pump...I like that....yup...but how many out there 'believe' that instant gratification is the way to go....that's okay....I am right here ready to let the consumer know that there are agents who are willing to go the extra mile to represent them and their needs and take their best interests to heart :)

Susan: Same goes for AR.....they don't have to sign up to read all our public posts....whether from Localism.com or here, or my website, or my three outside blogs :)

Right on target Fran! I know that not everyone has the same thinking as I do...so wrong to assume or presume what the intentions are of the consumer who emails, calls and I suppose it's the same as communicating without being face to face...i.e. AR and online connecting....

janeAnne! So true....for me it's been 'healthy' thinking to go this route. Some think it's just a business....for me a lot of my clients have remained loyal....and become friends :)

Richard: It sure will...and you know what? When it comes to completion....the reward you feel is tenfold!

Diane: No kidding. And others will find out that no matter what kind of market....it makes us better agents, people to care...to listen....to be there.

Nancy: And that is how it is....as the transaction/relocation clients that closed Friday. Movers were sceduled...they had everything delivered....still getting settled....and happy. So am I!

Robert: Yup....and I still can't believe how many do not give someone the time of day as soon as they say they won't be coming until.... that's okay...it's us that picks up where they didn't even start :)

Diane: Now that's a perfect example too! Good thing you had a Realtor® that listened :)

Jason: I love getting to know them ahead of time. I love getting to know them on short notice to. Whatever the case...it's rewarding when it happens....because we did a good job....by caring and being attentive to their needs.

Virginia: Makes me wonder too....bottom line....I'm there to make it happen for them...whenever they're ready :)

Aloha, I am sure as a fellow Hawaii Realtor you have exprerience those who are not going to be on island for a year and before you know it they are so excited on their way just to make sure what you have found them is perfect.

Lisa: That's what I believe too. I set them up....they make notes, we keep adjusting criteria and voila! One day they get here and we're good to go!

Patrick: I've worked with many who have not arrived for three, four months.....one, two years...and whatever the case....by time they get here they are raring to go.

Sally, you are so right on track. When I bought my house in Texas, I worked with my Realtor for about 6 months long distance. By the time we got to Texas, he had a dozen homes lined up, and we bought on the second day, and closed in 30. It was great.

Sally, with the long term buyer (someday), isn't it all about the tickler file, and staying in touch with them? Just a matter of organization. Easier said than done.

Bob: I love to help those out...I just talked to my relocation clients (we closed on Friday) a few minutes ago....they are getting things settled and already are planning to invite us over when everything is complete!

Gary: It sure is....but I start way before as I indicated in this post. It's about not 'assuming' and expecting instant gratification. If not for all the agents who ignored my client....I would not have met them and closed this past Friday :)

I agree. One should never ignore a client. If they do, the client will find someone who will not ignore them.

Yes, that is true you just never know when the perfect time to buy a house.

I depend on these buyers - and scoop up many of them that others ignore - it is all about relationships - and sometimes they take longer to build - but they are all great in the end

Sally,

What a great post, something everyone should read!

Hey, this is good news for you and not so good for the agents who did not pay attention. Thanks for sharing.

APR

2008

Sally, I take buyers serious whether they are ready to buy now or next year! I have a lot of buyers who relocate here in Vegas and contact me in advance. I am always willing to work with them.

Fantastic reminder! I agree with you 100%. Good job! :)

Sis - Absolutely! I've worked with clients well over 2 years before actually doing a loan for them. Patience & Persistence do breed loyalty and reap rewards at times. If they aren't a client today, they will be somebody's tomorrow....

Christy: So true. I mean...if we all put ourselves in the other persons shoes instead of staying stuck in our own mind.......a lot of assumptions would go out the window

Hey Jane Leilani! Good to see you running around ActiveRain! Now I have to go see if you wrote something. Yup....and the best time to buy are all different ,....situations...circumstances...and that is what will determine.

Hey everyone! Leilani is from our office!

Thesa: Right on! Of course the ones that feel the same are the ones answering here...woohoo!

Sally it is follow up follow up and more follow up. You just never know when a buyer will be ready to make a leap!

APR

2008

Sally- Congrats on your gold star! I could not have said it better myself! You go girl! :)

Nanette: Yup....never know...gotta stay on top of it or we'll miss out on everything.

Katerina. thanks.

APR

2008

Listening closely is always a good idea. As realtors we are always setting up future deals by treating people well in the present.

Mary: Exactly! And we will sleep well at night knowing we made the effort to begin with.

Leave a response…

Name:

Email:
(optional)

Comment:

What does the graphic say?