This is an exceptional posting. This can be true in any industry and with any consumer. We know exactly what we want and typically have the mindset of being able to find it for ourselves first.
Agents shouldn't be afraid of this though. Think of it this way, if you were looking for a particular brand of ketchup in a grocery store and upon finding it, would you buy it there or would you go to another store just to search for it all over again? Of course you end up buying it there. In this same way, home buyers doing research will almost always contact the particular agent where the home was found.
My $0.02
It has been my experience buyers are not liars, they just don't know what they want until they see it.
When shopping for real estate expectations are not always met due to the differences in local, climate and housing styles. Dreamy buyers arrive thinking of the perfect home only to have the dream dissolve into reality.
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