So I have a buyer client today. Will she make a decision?

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Real Estate Agent with Value Added Service, 602-620-2699 SA5376460000

So I have a buyer client today.  She is going to buy a home, without selling the home I have listed for her first. But is she ready?  Why is it that I still feel as if she won't pull the trigger?  Is it because every time I take someone out they come up with yet another excuse?  Or is it because I have gotten so used to the indecision of buyers and sellers that I just feel more apathetic about this business?! 

And yet, here I go again showing homes to another client.  I'm prepared with all the listings stapled in driving order with tax records included reflecting the location, previous purchase price, and the upcoming tax bill on the homes.  There's a copy for my client and one for me.  One is a short sale, one is lender owned, two are regular sales and two are new builds.  Armed with this data, it's relatively simple to make a decision.  Right?  Maybe, maybe not. 

Just how much more prepared should I be?  I have set up the showings, called the sales center, packed a cooler and have a bag of snacks.  But will this client make a decision with all the best available data at hand?  Who knows?!

I feel we are at the bottom of the market, but it's not always easy to convince the public.  No matter what data I show them, telling them about my financial background, or showing former tax records to stir excitement.  They still can't seem to make a decision.  What other methods would you use?

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Rainmaker
452,226
Brian Rugg
Rugg Realty LLC Sun City Texas 512-966-3200 - Georgetown, TX
Sun City TX Real Estate - Georgetown, TX Real Est

Hello Jan:

Sounds like you're well prepared, but you didn't mention the pre-qualifications this new client has.  Are they ready, willing , and able to make a buying decision?  Can they afford to buy a home without have theirs sold?  If you don't know these answers, ask the client.  if you do know these answers, go for it.

Aug 18, 2010 05:17 AM #1
Rainmaker
981,221
Jan Green
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

Thanks for your reply. She's a cash buyer and owns her home outright as well.  Sorry for missing that piece of infomration.  This is exactly why I wrote the blog.  There are times when I feel I might be missing something that someone else would pick up.  I've been in business 7 1/2 years and used to be in the finance world in banking, insurance and securities.  Because of that I feel "comfortable" in my own shoes, but I still might miss something that is obvious to someone else.  I really appreciate Active Rain for this space to blog!

Aug 18, 2010 05:27 AM #2
Rainer
63,378
Loren Green
Greens Home Design L.L.C. - Buckeye, AZ
Phoenix Home Inspector & Designer

I once heard of an Architect that was competing for a contract to design a renovation on an air force base.  When he got up to present his design ideas to the base commander he spent over 95% of his time on the ideas that he didn't like.  He explaned why each of his initial ideas were wrong.  Then he finally brought out his final design and breifly explaned it.  At the end the commander said that is the design we will use you have the job.

Helping a buyer choose a house is much the same.  Sometimes if they know why the others that you screened out don't meet their wants of needs then they realise what you have put into it.  Many times the reasons for screening those homes out can't be puched into a computer.  I once had a car salesman show me a truck when I specifically said I wanted to look at cars.  It sounds like you are well prepared, but hey, what do I know I am just a designer and inspector.

Aug 19, 2010 09:37 AM #3
Rainmaker
981,221
Jan Green
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

Thanks for your input.  You're right that we should explain why we chose the homes we did. I oftentimes repeat the criteria when I first begin.  This time I printed out a list of everything in the neighborhood and usre enough as we drove past another home she told me to stop.  I checked my list and told her it was under contract. It happened twice.  It's faster to look at a list than call another agent, too! 

She did find one she liked and told me to "watch" it.  No matter what we do, oftentimes a buyer has to lose a favorite before they get serious. Maybe it's just the market we're in?!

Aug 19, 2010 01:32 PM #4
Rainer
264,127
Bill Travis
Captain Bill Realty, LLC - Gilbert, AZ
Broker/Owner

As long as they're ready, when the right home comes along they will probably buy.

When I show homes they are the ones the client has chosen. I study the mls sheet, but do not take the time to check the tax records or comps or anything else until the client becomes interested in a particular property.

Then I do all the work to determine the market value and sit down with the client to draw up an offer.

Aug 25, 2010 04:47 AM #5
Rainmaker
981,221
Jan Green
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

I appreciate your response.  I'd love to say that this client has a computer, much less can view anything in advance.  She gave me her parameters, which were pretty narrow, and I set up 4 showings, out of the 12 that were available.  Plus, she asked for the tax info on each in advance.  Funny that she is at least 70 and wanted to know this information. 

Aug 25, 2010 05:52 AM #6
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Rainmaker
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Jan Green

HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN
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