It's been said before but is definitely worth repeating.....a Buyer Consultation is mandatory if you want to show fewer homes and have Buyers love it.
I recently worked with a customer that was referred to my team from a fellow Keller Williams agent in Madison, Wisconsin, Amy Bresser. Amy referred her cousin to us and not only was he a joy to work with he knew exactly what he wanted and I was able to help him find it the very first day we looked houses. As a matter of fact, we only looked at 4 houses after he met me in our office for a Buyer Consultation. I was able to take the information he gave me and narrow our search from the 4000+ active listings in Bay County, Florida down to a handful of listings that met his criteria. This, by the way, is only possible when an in-depth one-on-one buyer consultation is performed.
Do not confuse a presentation with a consultation. In a consultation, you ask questions and listen more than you talk. You must ask in-depth questions. Go 3-deep. If a Buyer wants a big kitchen, ask them how big is a big kitchen to you? Describe what that looks like to you. Why is a big kitchen important to you? And always write down their answers! It does no good to ask questions if you forget what they told you.
The best part about conducting a Buyer Consultation is being able to take the information they give you and find the perfect house for your Buyer after only showing a handful of houses to them. It's a win-win situation; you don't waste their time showing homes that don't meet their wants and needs and they don't feel like you have to show them 40 or 50 homes for them to make an "informed decision".
And if you are still one of those people who think it's a waste of time to do a Buyer Consultation because you can put them in your car and find out all the information you need to find them a home, read the testimonial below and maybe you will change your mind...
"I really appreciate what Lynn Boyd at Keller Williams Realty did to help me find a wonderful home. I was getting nowhere searching online for forclosures in Panama City, Florida. Finding good forclosure listings online is like getting cheerful service at the DMV....impossible. They are scantilly detailed and far and few between. What's more, I was looking for my first home, and more specifically, a home with real investment potential. This task was made even more daunting because I had never before lived in Panama City. It was clear, I had to find a realtor who knows the area and above all a person I could trust. I needed to employ somebody with the resources, instincts, and ability to listen, in order to help me find, not just the right home for me, but a great deal on that home. I asked Amy Bresser with Keller Williams in Madison, Wisconsin if she could help me get started over in PC, she enthusiastically agreed and asked me some questions about the type of person I'd like to work with and what I was looking for in a home. Well, she must have been listening, because she got me in touch with Lynn Boyd at Keller Williams in Panama City. I ended up buying a beautiful beach house forclosure, not 5 years old, 3 stories, 4 bedrooms, 2.5 baths, with an ocean view for well under $200,000. I won't even boast how much the house sold for a couple years back. This was the first home Lynn showed me, and after a day of footwork, I came right back to it. She obviously knows how to read a client. I can only hope to work with Lynn again in the future, as some gifts can only be opened by closing!" ~ Aaron
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Rates are still low and home prices are affordable. Please give me a call so we can start your new home search today!
Lynn is a licensed Realtor in Florida and Georgia.
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