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Real Estate Tips: Stop the Confusion

By
Real Estate Agent with Platinum Realty, LLC KS# BR00012805

Control vs Confusion 

How many times have you taken a buyer to multiple showings and by the time you are finished, the buyer was so confused they couldn't remember what they saw?  Many of you may already practice this, however, for those that want to help the buyer and allow you to stay in control of the real estate process, try this.

Once you have shown three listings, ask this question. "Now which one of these homes (or real estate properites) would be your first choice"?  Then rate the properties (write it down on the listings). 

When you get to the next home, you would ask, "Now considering the home you identified as your first choice (remind them of the identifier, see below), where does this home rate on your scale?"  You continue to refine the listings until you have finished all your showings, or they decide on what they want.  Keeping the "first choice" home in their mind (unless they have identified two possibilites, then use both, but try not to use more than two or you will be back in the same boat as before). 

One more point, try to find something unique about each real estate property the buyer identified while looking at the property (you may want to ask them some questions until you can locate an identifier).  I call this unique point as my "identifier".  Maybe, it's the kitchen island with the granite top, or the large oak tree that is perfect for the kids, or the basement that would be the perfect place for a home theatre...  whatever it is, just use this to identify the home as you refer back to it.

Try this and let me know how this works for you!

David L. Britt
Heritage Logo

Comments (4)

Jennifer Fivelsdal
JFIVE Home Realty LLC | 845-758-6842|162 Deer Run Rd Red Hook NY 12571 - Rhinebeck, NY
Mid Hudson Valley real estate connection
John good points. i also give them a sheet with the pricture of the house for them to take notes, writing down both positive and negative attibutes.  I then have them rank the properties as to how it would meet their needs.
Apr 09, 2007 05:37 PM
Gerhard Ade
eXp Realty - Seattle, WA
What sets me apart, will set you apart.
Ade HouseSound advice, John. Unfortunately, with out-of-town folks, relocating to the area, when at one time you show homes to the wife and the next time to the husband, it can get tricky.
Apr 09, 2007 06:41 PM
Patrick Brady
The Danberry Co., Realtors - Sylvania, OH
Thanks for the great ideas.  I like to make them list several positives and negatives about each home while we are still in the home.  We can discuss how these line up with their priority list and keep them in consideration or try to eliminate them.
Apr 10, 2007 01:10 AM
David L. Britt
Platinum Realty, LLC - Olathe, KS
MBA

Jennifer, curious as to where you got the name John, my name is David.  I like what you do, sounds like you have things under control!

Gerhard, you were the second person to say John, which is another reason I'm curious as to what is displayed that made you think I was John.  Yes, when you have them split up, it can get tricky. However, I believe the principle still works.  It really depends on how much trust there is from the second person.  If they trust each other, then you can pick three or four and show the second to see, then they will rate them again.

Patrick, you are right on, listing the positivies and negatives gives you the opportunity to understand and deal with them one at a time.

Great feedback!

Apr 10, 2007 01:59 PM