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Educate, Then Educate – Two Keys to Successful Representation (Part One)

By
Real Estate Agent

While attending one of the many area Christmas parties, I had a conversation with a recent home buyer (let's call him "Adam") about his home buying experience.  Adam was represented by a fairly well-known and experienced agent and was referred to this agent by his father. Adam's dad had hired this agent in the past.

Unfortunately, Adam walked away with some frustrations from his experience. Let me share those frustrations with you through a couple of helpful tips.

TIP #1 - Educate Yourself about your clients' needs, wants and desires through a Home Buyer Interview

Adam did not feel confident about his agent's level of understanding with regards to his needs, wants and desires. This caused frustration by touring homes that were not close to meeting Adam's home buying goal.

Before showing any client a home, I like to meet with them at my office and interview them while looking through MLS. This helps me AND MY CLIENTS understand their needs, wants and desires.

I know.....I know. Sometimes, buyers change their minds! That's true. However, if your buyer is serious about buying a home, then developing an initial model through the Home Buyer Interview will minimize the number of changes during the process (as well as the number of houses shown before writing an offer).

Stay Tuned for Part Two!

 

From the author of The Patterson Files

Comments (4)

Anonymous
Anonymous
I have to agree... The first time I meet a buyer I have them come in the office and we go over financing,location, needs and most important expectation... If a buyers is being unrealistic I explain that to them upfront... It works for me     www.prorealtyjackson.com
Dec 16, 2007 11:28 AM
#1
Anonymous
Anonymous
I have to agree... The first time I meet a buyer I have them come in the office and we go over financing,location, needs and most important expectation... If a buyers is being unrealistic I explain that to them upfront... It works for me     www.prorealtyjackson.com
Dec 16, 2007 11:29 AM
#2
Joel Bennett
Long & Foster Real Estate Inc. - Columbia, MD
The Joel Bennett Group
I too meet them in the office and go over listing to ensure I have the exact picture of what they are wanting. I outline needs versus wants which typically lead to a stronger rapport.  It helps me as I search for other clients if I see a property that fits the needs of client 1 then I can immediately make a call and assure them what I saw is what they requested.
Dec 16, 2007 12:02 PM
Richard Ives
Chicago, IL

Great post David.

Thanks for posting to our group.

Feb 06, 2008 06:14 AM