I work with both buyers and sellers. I love listings because I am good at marketing and negotiating . I hold open houses. Sellers can see that I am working hard . I communicate regularly and suggest price change if required. I will do what I can to get it sold.
At the same time I love to work with buyers. As I have to spend many hours showing them homes I get to know them . I learn about their family and hobbies and we build rapport. I stay in touch with them long after they buy a house and they usually call me when they move up or downsize.
However when you work with buyers there is no guarantee that they will buy a home and even if they have a buyer agency contract they may just go and buy using some other agent who is their family member. You can educate them about buyer agency but sometimes it may not help.Over the years I have wasted a lot of time with unquailfied buyers, buyers who were not motivated to buy and people who just loved to look at homes and had no intention of buying.
Agents get paid at settlement . If we spend hours with a buyer and then realize that they are not going to buy a home or do not qualify for a home we have wasted our time . We do not have a crystal ball .
I do not have a script that I use but there are some questions I like to ask when I receive a call from a prospect saying they are looking to buy a house .
1. Are you working with an agent ? How did you hear of me ?
I do not work with buyers who are already working with an agent. If I was recommended by a past client I know these buyers will work with me.
2. Have you been prequalified or preapproved by a lender ?
If they have not sat down with a lender I tell them that it is the first step in buying a house. There may be errors in their credit report and also this way they can look at homes that they would qualify to buy. I do set up appointments to show homes one time in the price range they suggest so as to get to know them and also to meet them in person and explain the home buying process.
3.Are you renting or do you own a house ? When does your lease expire? Can you extend the lease if you do not find a house.
The answer to these questions gives me an idea of their time frame. I love to work with people who have a definite time frame at the expiration of their lease and when they say they have to move by a certain date for new job or new school. I will spend all day with them for days if needed so as to help them find a home .
If buyers have no idea about the home buying process I am always glad to talk to them on the phone and explain the process or email them information or set up an appointment even if they have not been preapproved or pre quailfied.