I am always amazed when I hear Realtors jump on the bandwagon about not showing a home to a buyer that hasn’t already signed their Buyer Representation Agreement and/or been pre-approved by a lender.
<!--[endif]-->As the owner and broker of Progressive Realty Corporation in Boise, Idaho, I take a different approach. I run my personal real estate business as more of a “consultant” than a “sales person”, that is like putting the cart before the horse on a downhill slope! If the Realtor’s job is to orchestrate the transaction, should the horse be the one in front controlling the pace and the direction?
I take an approach that is more like an attorney in that my first hour consultation is always “free”. During that time, I get a chance to figure out what the potential clients needs wants and desires are. I determine how realistic they area. I determine if they are a good fit with my ethics and my morals since I won’t represent just anyone.
At the same time, they are finding out if Jim Paulson is the right real estate agent in Boise Idaho for them. It is their chance to interview me. They will determine what value I might bring to the table. Remember, the interview is always a two way process!
After they get comfortable with me, we discuss their financial background so I can guide them to the right lender. I will not sole source any lender since good loan officers also specialize. For example it makes a huge difference if the buyer is...:
- a Veteran,
- a first time home buyer,
- an investor,
- a builder,
- will the home need a 203K loan or a rehab loan,
- do they qualify for any “niche” lending products (203K, down payment assistance, etc),
We discuss how high tech they are or are not. If they need someone to come to their home to deliver MLS listings since they don’t have a computer at home, they are not a good fit for me. If they are retired and need to stop and drink a pot of coffee or tee before we can get to talking about their real estate needs, they are not a good fit for me.
Just remember, “People don’t care how much you know until they know how much you care!” (This quote is attributed to Theodore Roosevelt, John Maxwell, and others).
Once you have built the common ground foundation with a potential customer, it is time to take it to the next level and have them sign the “Buyer Representation Agreement”. If you have covered their concerns, they will have no problem signing it!
By the way, my company is an A+ accredited business with the BBB! Feel free to call Jim Paulson for your free one hour consultation today to see if he is the right Realtor in Boise for you. You can reach me at 208-573-0471 or email me at GoOwnIt@Gmail.com.
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