I do not want to sound scripted but...I do have a number (it is really a big number) of questions that I ask buyers. How else will I know what it is they hope to accomplish and my goal is to help them do just that. Of course I ask all of the questions about price range, type of property they are interested in, time frame, if they have been pre-qualified, and all of the questions that would be asked any place.
As a REALTOR® in Northern Virginia I had a script quite different from the one that I have developed since hanging my license at Lake Anna. This is a different market and I need to cover different information and ask different questions.
Generally I begin by learning whether they have spent time here at the lake or not and if so how much time. That way I have a better idea of what I may need to cover with them about the lake and the different areas around the lake. In my office most of us call our scripts "Lake Anna 101" and it varies from one agent to another. For me it is an introductory course to Lake Anna. The depth I go to is also dependent on the amount of time we have and how much they know already. People are anxious to get out there looking at houses and I am always mindful of that.
The discussion covers not only the type of homes available but often it covers land as well. Many buyers are unsure if they want a re-sale home or a lot so they can have a new home built.
I cover the differences between waterfront, water view, and water access homes and land. That leads to information on the value of waterfront property and the factors that go into determining value.
It may well be the first time that they have looked at property that is supported by wells and septic systems. I knew nothing about them prior to moving here but now I do and that is something that is important to share. Letting them know about the easement around the lake and how the Chesapeake Preservation Act affects some property owners and not others is another item that needs to be covered. There are many other subjects that need mentioning.
I often wonder what out-of-area agents, that are not very familiar with Lake Anna, tell their clients and how much is left out.
For many clients the best part of my "script" is visual and physical. It is getting out on the lake for a tour in our company pontoon. That is the icing on the cake.