How do you find out if a buyer wants to purchase the home you just showed?
I know that some new agent training manuals recommend that when you finish showing a home you ask the buyers a straightforward question - like "Do you want to buy this home?" I know seasoned agents that use this approach also. Well that may work for some but for me it doesn't fit my style and personality. So How do I know if my buyers want to purchase a home?
In my buyers consultation meeting I let them know I will provide them with 3 Levels of information
Level 1 - The basic MLS sheet report along with my knowledge of the local Cary, NC market in my head.
Level 2 - A 'biography' of the house. Days on market, tax value, any price reductions, what owners paid, how many owners, who built the home, overall price range of the subdivision etc
Level 3 - A Buyers Value Analysis. If the buyer is considering placing an offer I want to provide the buyer with the market value of the home - I let them know that I temporarily disregard the sellers asking price and I act as if they already owned the home and have asked me to come do a listing presentation and inform them of market value - I have found this to be a great way to get the buyers in the mindset of true market value of the home - then after I have compiled the value analysis I present the findings to the buyer which provides a great platform to build a negotiating strategy on.
HOW it plays out -
When I show homes the first time I tell the buyer we are at level 1 - for any home they are interested in all they need to do is ask me to provide level 2 info. If they are considering submitting an offer then ask for level 3 info.
My buyers end up telling me which homes they are interested in by saying, David, Can you go to level 2 on this home etc. Works well for me and provides a great value added service to the buyer clients without having to ask them at the end of every showing, Do you want to buy this house?
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