Oh, the suffering... 
Every real estate agent has tried to figure it out, upon occasion. If you are an agent you wait for the buyer to tell you what they want, or what they THINK they want. Probing questions, matter of fact inquires or anything that could be a lever to a morsel of information. It is up to you, the agent, to unearth the REAL want and need of your buyer. Perhaps the confusion is a result of the Buyer not being able to open up or perhaps it is because the buyer does not know how to properly articulate what they are looking for.
We have all been out with the buyer that buys on impulse, intellect or the "unknown".
Reading a buyer is a skill that takes experience to master or for a lucky few, just a gift. Every buyer is different and complex.
A few great reminders or question for the buyer's agent is:
- Who is the decision maker? Is it the Mr., The Mrs., or a "Third Party"?
- Why are they buying the real estate?
- How soon do they want to move in?
- Will a buyer buy with need, emotion or a spreadsheet?
- Is the buyer secretly afraid [for example] of water and anything "lakefront" and the waterfront homes are a waste of time?
- Does this home remind Mr. Buyer of the home he grew up in where it may be a win/loose situation.
- Do they HAVE to sell to move; or is it a 1031 exchange?
- Hmmm, Did a family member show up with them and give a negative input? (Don't you just love when the third party shows up?)
- Will their purchase be to show off to their friends? Country club, ocean front.
Surely, we have all been out with the buyer party when we had the "lightening bolt" of WHY they have been looking or what they REALLY want. Maybe the wife loves the kitchen or maybe it just has a great fenced yard for the kids and dog out back.
A great challenge is: REALTORS, reflect why you bought your last house. Were you a good buyer? Did you really buy what you thought you were looking for or what you told your REALTOR or yourself what you were looking for? What made you "write"?
TLW and CEG LOL
Comments(37)