Type A vs Type B: Buyers vs Browsers

Type A: A tendency towards tenseness, impatience, and aggressiveness.
Type B: A tendency towards a relaxed manner, patience, and friendliness.

Both of these personality types have their merits, and both tendencies exist in all of us to some degree. But when it comes to homebuyers, Type As are the ones you want to be working with.

Kathi McLean, a real estate superstar who, with her husband, averages more than $40 million per year in volume, says their turning point was when they decided to seek one type of customer over another. "We had spent an inordinate amount of time on people who drained a huge amount of energy," she says. "We made a conscious decision to cut out those kinds of clients. We stuck to our guns, and within a very short time, our business just took off."

So who makes better buyers, Type As or Type Bs? Well, Type A buyers are the ones who are urgently seeking a home, who have a deadline and a willingness to make concessions to get what they want. They're probably moving to the area, trying to get out of an apartment, or otherwise motivated.

Type B buyers, on the other hand, are lazily looking around, probably already in a home, or just looking for a new place. Maybe they want a smaller home now that the kids are gone, or something with an additional room or two. But they're not in a hurry; they're willing to pass on deals that don't match their specifications exactly.

When you realize a buyer is Type B, you must do everything to bring out their Type A personality. Remember, everyone has some A and some B - it's your job to guide their mood towards a home. Here are some tips:

Know what kind of home they would fall in love with. Have them describe the perfect house. Take notes!

Look for any deadlines they might not be sharing. Are there changes coming in their family that will precipitate the move? Would it be better to move before those changes come?

Share any law or zoning changes that will alter the market. If interest rates seem to be on the rise, remind them of the thousands they'll save by buying sooner rather than later.

When you find a home they would love, tell them you found their home rather than a property they should see. Create the urgency, be contagious, and let them catch it. Do not give up on Type B buyers, but put most of your time and effort into targeting the Type A's.

In closing, remember: If you hear them say, "Oh, we're just looking," it's up to you to get them excitedly and aggressively seeking a new home.

Stay tuned for more Business Boosters coming your way!