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How to Avoid Showing Buyers an Endless Number of Homes
When was the last time you showed buyers what felt like an endless number of homes?  Showing property after property to indecisive buyers consumes a huge amount of time and energy.
 
The key to avoiding this nightmare scenario is helping buyers pinpoint exactly what they want before showing them homes.  Here’s a four-step process for doing just that.
 
Step #1: Set Expectations
 
Many buyers don’t understand the buying process.  They might feel they’re supposed to see as many homes as possible.  Or, they might not understand seeing tons of homes makes choosing one more difficult.
 
When you first meet with your buyers, set expectations about the buying process.  Explain how your job is to help them narrow their criteria so they don’t waste time viewing homes that won’t work for them.
 
Step #2: Ask What They Don’t Want
 
Buyers are often terrible at knowing what they want (especially first-timers).  But, they’re excellent at knowing what they don’t want.
 
After you’ve had the expectations conversation from step #1, ask your buyers what they don’t want in the neighborhood, home, lot, etc.  Take detailed notes and ask follow-up questions as necessary.
 
You’ll be surprised how much you learn about your buyers’ preferences when they tell you everything they don’t want.
 
Step #3: ... more

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