In this changing market, we sometimes loose site of what we are doing and the lessons we have learned about "running our Business like a Business". We are just darn thankful to have someone, anyone calling.
Here's a 5 Step Process on Working with Buyers - Keeping in mind...we should always maintain
CONTROL.
1. Always, always, always, have them to meet you in the office. When they first call you, don't give up any free information, ask them to meet you in the office. This will be your gage as to how serious they are and where they stand in the buying process. Plus, it's just SAFE!
2. Explain Agency Law - "Working with Agents". This is a must and on the initial phone call, the question should have been asked...Are you currently working with an Agent? The "working with agents" brochure is a great opportunity to explain the..."if I don't work exclusively for you, I work for the SELLERS best interest" topic. This is sometimes the key to getting an autograph. I find most buyers are not aware of that information and this is a great opportunity to educate.
3. PreAPPROVED - make sure they have gone through this process before you open the door to your car and to homes for sale. This can save alot of frustration down the road. Recommed some good lenders if asked and hold tight for the APPROVAL.
4. GREAT...now we are ready to - GO. Give them property information that meets their qualifications and needs/desires. Let them choose 4-5 that they find interesting and start there. Making the "best" selection the last on on the list. This is the one they will remember the most. If they love one or more of the homes but didn't like a certain aspect (kitchen needs updated), ask this...IF we could get the sellers to agree to improvements or an allowance, would you be ready to make an offer?
5. Find them their new home and submit the OFFER!
Do you have any other steps or suggestions on caring for your BUYERS?
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