The "SECRET" ........to efficiently work with Buyers. Part 3 --Discover Buyer's desires and needs
by Greg Perry, Kirkland Realtor
Part 3 of my Series "The Secret" ......to working efficiently with Buyers" , a section of my initial Buyer consultation.
Part 2: Helping Buyer's understand the market.
I'm going to share with you my two most valuable questions that I use to start out Buyers. These are normally the two first business related questions (after preliminary chit chat) that I ask.
Question one is: "What does the image of home look like to you."
Questions two is: "Describe your perfect lifestyle."
You see, I believe that our product, houses are really just a box with walls and a roof with complicated systems. Homes, however are created with love, experiences and memories. I want my Buyer to visualize these home ownership emotions and experiences.
I carefully listen to the answers to these questions and probe for as much of their home ownership dream that I can get. For some, these images of home and lifestyle answers include children, pets, a home on acreage, a no maintenance yard or care for a parent. Lifestyle includes the commute they're willing to accept. If I'm working with a couple, I make sure each person is heard. These questions often reveal information and desires the other partner did not know.
I use a check list when going through the Buyer's desires and needs. I generally ask questions from two different angles to confirm what I'm hearing. For instance, when going over house styles, if the Buyer indicates that they do not like split entry houses, I'll ask them "What if a perfect split entry home is available in your perfect neighborhood at the lower end of your price range, would you consider it?" With questions like these, I can determine how committed they are to that opinion.
Other questions are asked to determine square footage, bedrooms, bathrooms and do they need a dining room? How about the yard? Type of neighborhood, i.e., are they looking for sidewalks? View? Garage/parking? I'll ask about specific amenities, such as fireplace or family room. Some Buyers are picky about the directional exposure and natural lighting. For condo buyers, I ask them if they prefer a ground floor, top floor, townhouse, flat, a building with elevator, etc . After going through the entire checklist, my final question is, "Are there any other special considerations or amenities important to you that we haven't discussed?"
Important! I write everything they say on a yellow legal pad. I am actively engaged, nodding, confirming and asking with good eye contact.
Next up: What to look for in an agent.
www.425realty.com
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