Price and cleanliness.  We recently got a home under contract with folks relocating from out of state. They were totally depressed from looking at neglected foreclosures when they saw our listing that was priced extremely well and owned by the original owner.  Upgrades HVAC, new deck, paint, turn key condition, and a great location!  They purchased within a few hours.  The deals are not always where the buyer thinks they are.  The best deals in this market are resales if they are priced correctly and are turn key ready.

Focus, on the customers wish list and limit their showing to the type of property they want to see, then it becomes a choice of similar offerings rather than a confusing cross section of everything. Why do brokers show land when clients ask about houses,, don't tell me there are not enough houses to show..

I have some buyer clients now that call me and ask about listing with AOs, and I just have to say, the good properties are selling and it's not the time to drag your feet and throw out low ball offers as most homes now are priced well and to sell.

Marjorie, I go with the five MUST HAVES on the list, which may change, but it allows us to zero in. Remind them that deals are not always the best deal.

I keep the focus on what they are looking for in a house. I also tell my buyers as we go through the homes they have to tell me likes and dislikes. Lastly, as we leave one house and go to another they have to tell me which house they like best. They have to eliminate one house and pick one. It kind of forces decisions, but it works for me.

Dave