Many times Buyer Agents choose to get in front of the client and start providing valuable services and information rather than having a short consultation first.
Here's when you know this might be the case -
Agent: " My buyers keep looking and looking and haven't made a decision. " or " My buyers seem to keep changing their minds about what they are looking for"
We've all had clients who tell you they are looking for a 1 story, single family home on a large lot on a quiet street... only to then call you when they've "FOUND THE ONE" and to your amazement, it's a 2 story townhouse, with no yard next to a busy highway!" HaHa!
While there will probably always be the occasional exceptions -- my experience has been that most buyers don't know what they don't know. Which is why you as the agent are expected and entrusted to help them with what they don't know.
So much of the REALTOR's job is educating clients on the home buying and selling process. This is the cornerstone of making a transaction as smooth and seamless as possible. Which of course in turn, results in wonderful testimonials and referrals!
It's ironic that agents will 'skip' parts in the name of serving the client only to have it backfire on them later. I wish I had a dime for everytime the hurried buyer who isn't interested in consulting... blamed their agent for something the agent 'should have told them' up front.
There's a lot of thoughts on being a POP TART REALTOR ( pops out anytime they are called upon to GO and SHOW) Being available and accessible --answering the phone is also important. The trick is to find the balance. Balancing your time, services, access, availability, advice and more is an ever changing and personal decision of how you decide to do business.
The question becomes... How do I give the client the vital information they need (but may not know they need) AND give them what they want. Which is usually your time and access without commitment.
There is a happy medium -- You just have to think about it and decide. What other professional would STOP, DROP and GO to help customers who may or may not choose to hire someone else? Could you walk into your Doctor's office and expect to be seen or just get information about your allergy questions at your convenience? Even most businesses who take "walk in business" would most likely be at a 'first come- first served' basis.
Here's another thought ... Do you become irratated when you are a face to face customer (ready to write your check) and the clerk takes a phone call to help a possible customer on the phone rather than taking care of the one standing in front of them? Are you possibly stepping over a 100 dollar bill to pick a five!?
At some point an assessment of priority comes into play. Deciding on how those situations are handled ahead of time is a great way to lead out and show respect for yourself and your business. It just makes sense to have a personal policy of some sort. Whether that is one FREE or 10 FREE showings -then we meet to discuss plans and services- it's vital to have your policy thought out and how and when you will explain it. Once you've established your policy then the conversation is so much easier and you look professional and confident - which is always a attraction in winning client loyalty.
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