I just read a post by Scott Godzyk titled “Stop scaring away the buyers” and I thought I’d share my opinion on this topic. It’s been many years since I’ve sold a home, but I remember exactly what needs to be done!!!
If a real estate agent is worried about scaring away a buyer because the agent needs to ask about financial information, there’s a problem. The problem is that “the tail is going to wag the dog” if there is ever going to be a transaction.
The buyer needs to take direction from the agent. The agent must not be worried that the buyer will seek the services of another agent because a pre-approval letter needs to be in hand.
If the buyer is dictating how the program will proceed, the agent has lost control. If the buyer wants to see property and does not know what he/she qualifies for, the agent is wasting time and money. If the buyer is calling the shots, there will never be a commission check at the end of that road. There will only be time and money wasted.
Agents must have enough confidence in their ability to work in this business to require the potential client to fulfill requirements before the work begins. This is not a game. It’s a business. The business owner calls the shots, and the potential client will have respect for that business owner for giving the proper guidance. The tail cannot wag the dog.