Why a Buyers Consultation before Seeing Homes?

By
Real Estate Agent

It was a normal day at the office when I overheard a nearby conversation. One of my teammates was on the phone with a potential client and the conversation wasn't going so well. The potential client was a buyer interested in going to see a property she'd viewed online and my teammate was trying to explain that we have all potential clients come in for a buyers consultation before seeing homes. This is a new concept, so let me explain...

 

Why a Buyers Consultation before Seeing Homes?

Because the buyers consultation is a new concept, a lot of buyers don't understand the need to go into the office to meet an agent before going to see properties. The truth is, the Buyers Consultation is one of the most important aspect of the home buying process; especially for first time home buyers. The Buyers Consultation is used only by the best and most successful real estate agents because it takes a driven, passionate professional to step outside the box in the name of providing the best service to their clients. Most agents just want to show homes. They think the more houses they show, the more buyers they can get. The sad thing is they're doing these buyers a great disservice. The problem is a real estate agent isn't truly equipped to provide the best service to a stranger at a random house.

After getting turned down for a buyers consultation myself (like my teammate did just days before), I decided to provide my potential clients the service of explaining why the buyers consultation is needed before seeing homes. Here are the top five reasons:

  1. Your Needs, Wants & Expectations - To best serve my clients I need to know more than your desired location and number of beds and baths. I need to know if you have kids and what schools they attend. I need to know if pets are apart of your family. I need to know if you'd enjoy a lakefront home. I need to know if you can't live without a pool. Get it? I can't get this information in a hot, vacant house. I CAN get this information in a very informative, yet casual in office Buyers Consultation. If I'm going to help you, I need you to help me. Come in for 30 minutes, meet me and my awesome team and leave confident knowing you are in great hands.
  2. The Market and Home Buying Process has Changed - Did you know we are currently in a Seller's Market? Do you know how that affects you as a home buyer? Its okay, most potential clients say no to both of these questions. During a buyers consultation, I will take the time to show you exactly what the market is doing, what homes are selling for and how long they're staying on the market. This information is important because it allows me to help you make the best decisions when making offers on your new home.
  3. You Have to be Offer Ready - Another reason the Buyers Consultation is important before seeing homes is you have to be offer ready in this market. When you fall in love with a home, you'll want to make an offer right away. A pre-approval or proof of funds letter is necessary to put you in the strongest position when submitting your offer. During (or sometimes even before) the Buyers Consultation, you will have the opportunity to get pre-approved through our preferred lender. Paying cash? I can help you request and obtain your proof of funds letter.
  4. Loyalty is Key - Once I have your perfect home painted in my head, I will dedicate all the necessary time necessary to search for, tour, submit offer on, and follow through until closing. As you can see I will be loyal to you as a client all the way through the home buying process. Coming in for a Buyers Consultation, will allow you to get to know and feel comfortable with me so that we can be loyal to each other. This creates a positive and fun partnership that usually results in friendships beyond the successful closing of your new home.
  5. Safety First - Agents show a lot of homes. Most agents are essentially meeting a complete stranger at a home with which they've never been. If you haven't personally met the person before meeting them at a home, there is a wide array of unfavorable scenarios that could arise. I've seen the saddest stories in the news regarding this very thing. My safety is not only important, so is yours. We should both be responsible enough to meet before going out to properties. It's just the safest option when it comes to buying Real Estate.

If your ready to be treated like a valued client and would like the service of a Top Performing Real Estate agent, please contact me. I am always looking forward to assisting new clients in the home buying process.

 

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Just click the to schedule your Free Buyers Consultation today

Do you think the buyers consultation is best before seeing homes? Did you have a bad experience meeting an agent at a property before meeting them in person? What are you thoughts on the Buyers Consultation? Leave your comments below and let me know what you think. If you like this post and found the information to be valuable, please like and share with your friends.

 

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Re-Blogged 1 time:

Re-Blogged By Re-Blogged At
  1. Michael Dagner 11/30/2014 08:14 AM
Topic:
Home Buying
Tags:
buyers consultation
why a buyers consultation

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Rainmaker
1,558,046
Carla Muss-Jacobs, RETIRED
RETIRED / State License is Inactive - Portland, OR

Perhaps since you are new to the business, this is a new concept.  But, I've been practicing for over 15 years and each and every buyer I have represented has met me prior to my taking them out.  I don't have time to waste on buyer wannbes.

Nov 10, 2014 06:52 AM #9
Rainmaker
679,919
Nicole Doty - Gilbert Real Estate Expert
Zion Realty - Gilbert, AZ
Broker/Owner of Zion Realty ZionRealtyAZ.com

Meeting in the office before taking a buyer out is great to make sure they are pre-qualified first and foremost, and to ensure you are on the same page as the buyer as far as what their "must haves" and "don't wants" are in a home. 

Nov 10, 2014 07:17 AM #10
Rainer
6,137
Neka Clements
Lakeland, FL

Thanks for all the comments. When I say the Buyers Consultation is a new concept, I mean to buyers. Also, I'm still wondering why so many agents don't adopt this business practice. It's proven to save time and increase transactions. Any thoughts?

Nov 10, 2014 08:04 AM #11
Rainer
6,137
Neka Clements
Lakeland, FL

Hi Carla, I'm not new to the business just new to enforcing this as a business practice. It's a new concept to almost every buyer I speak with. But, you must be one of the agents I referenced here: "The Buyers Consultation is used only by the best and most successful real estate agents because it takes a driven, passionate professional to step outside the box in the name of providing the best service to their clients." Kudos on that!!

Nov 10, 2014 08:08 AM #12
Ambassador
1,438,716
Richard Iarossi
Coldwell Banker Residential Brokerage - Crofton, MD
Crofton MD Real Estate, Annapolis MD Real Estate

CITO, come in the office, has been around for quite some time. It just make so much sense for an agent to counsel a buyer before they go out looking.

Nov 10, 2014 10:53 AM #13
Rainmaker
335,561
Jenna Dixon
DRA Homes | Cobb County Real Estate - Marietta, GA
Empowers You With a Better Real Estate Experience

Nice job with your first post and welcome to ActiveRain.

Nov 10, 2014 11:12 AM #14
Rainmaker
528,149
Karen Feltman
Cedar Rapids/Iowa City, IA KW Legacy Group - Cedar Rapids, IA
Relocation Specialist in Cedar Rapids, Iowa

Buyer consultations are a must.  I want to meet the buyers in the office before seeing any homes.  For all the reasons above.  First and foremost, it is about safety.  And it is ultimately interviewing one another to see if I am a good fit for them and they are a good fit for me.  Purchasing a home should be a fun experience, especially with the right expectations and proper preparation for what happens next.  I know that buyers want to hurry up and see homes, but they may not be ready for that step yet and it is better to slow down and make sure that everything is in order.  Great post.

Nov 10, 2014 12:21 PM #15
Ambassador
1,023,277
Margaret Woda
Long & Foster Real Estate, Inc. - Crofton, MD
Maryland Real Estate & Military Relocation

Welcome to Activerain, Neka, and thanks for the sharing such great advice.

A buyer's consultation is nothing new in my world... 'Been doing it that way for forty years. It's a wonderful opportunity to get to know each other and get initial paperwork out of the way so we can hit the ground running.

Nov 10, 2014 08:04 PM #16
Rainer
201,526
Richard Robibero, ABR, SRS
Panorama R.E. Limited - Toronto, ON
Selling Your Home as if it were My Own!

This is great. I try and do this but I haven't given it an official term "more like let's meet at your place or mine and discuss things".

It is so important to know your buyer's inside and out. You also want to know if they're qualified or just spinning your tires (as I found out yesterday with one Buyer).

Nov 10, 2014 09:38 PM #17
Rainer
66,240
Mercy Colberg
RE/MAX Best Choice - Sappington, MO
Colberg Team RE/MAX Best Choice Listings

Neka,

When the philosophy is explained like this, the buyer cannot HELP but find respect and a professional connection to the agent.  If they don't, they why would they stay after that one showing? 

Excellent, well-written and thought out post!

Nov 10, 2014 11:38 PM #18
Rainmaker
1,003,958
Corinne Guest
Corinne Guest, REALTOR® | Barrington Realty Company - Barrington, IL
Barrington Lifestyles

If all agents followed this practice, we would be safer, and stop wasting time on lookie looks. i don't get why agents act like pop tarts. Even an interview on the phone and a quick stop at a coffee shop before hand is better than "Just Say Yes" attitude. Great post, well deserved of the feature.

Nov 11, 2014 02:12 AM #19
Rainmaker
108,749
Brian Olsen
Portland, Lake Oswego, West Linn & Dunthorpe Neighborhoods, Waterfront, Luxury & Floating Homes - Lake Oswego, OR
Cooper Jacobs Real Estate Group | Keller Williams

Good advise Neka especially in the safety first section. It's extremely important to remember to be smart out there 

Nov 11, 2014 04:45 AM #20
Rainmaker
806,239
Lanre-"THE REAL ESTATE FARMER" Folayan
Keller Williams Select Realtors-Buy a home in Washington DC. Sell a home in Washington DC - Bowie, MD
I don't make promises.I deliver results.SOLD HOMES
  • Neka there is a very good reason why we are licensed real estate professionals and not tourists or Popcorn real estate agents. I value my time. I don't care how much you are willing to spend on a house,you rejecting my request to come into the office for a buyers consultation to me is saying that you don't respect me as a Real Estate Agent and you are not serious at all. Big red flag. No Buyers Consultation? On to the next one. NEXT.

     Oh and by the way Welcome to Active Rain my fellow Keller Williams Real.        Estate Agent. Looking forward to reading more blogs from you here.

Nov 11, 2014 08:47 AM #21
Ambassador
4,298,642
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Neka Clements - all very important reasons for a buyer consultation. And most important of them is 'Safety'.

And yes, Welcome to ActiveRain.

Nov 11, 2014 10:59 AM #22
Rainmaker
1,220,411
Gene Mundt, IL/WI Mortgage Originator - FHA/VA/Conv/Jumbo/Portfolio/Refi
NMLS #216987, IL Lic. 031.0006220, WI Licensed. APMC NMLS #175656 - New Lenox, IL
708.921.6331 - 40+ yrs experience

How can you possible help someone if you don't know their true needs or desires?  Or the tools they possess to achieving them?  This holds true .. and is very necessary whether an agent ... or a lender ...

Welcome to AR!  Congrats on your first very successful post, Neka Clements !

Gene

Nov 12, 2014 01:26 AM #23
Rainmaker
985,913
Will Nesbitt
Nesbitt Realty at Condo Alexandria - Alexandria, VA
Nesbitt Realty is a family-run brokerage.

For a Lakeland, FL Real Estate Agent call Neka Clements at 863-420-5474.

Nov 12, 2014 04:26 AM #24
Rainer
6,137
Neka Clements
Lakeland, FL

Will Nesbitt HaHa! Love your comment!

Nov 12, 2014 01:09 PM #25
Rainmaker
683,156
Michael Dagner
Brokers Guild Classic - Denver, CO
Your Denver Homes Realty Expert

Neka, very good reasoning.  Once a buyer has the opportunity to hear their agent explain these key points in a brief meeting at the office, everyone usually gets on the same page and things go very smooth for the buyer through closing.

Nov 30, 2014 08:07 AM #26
Rainmaker
2,394,822
Evelyn Johnston
Friends & Neighbors Real Estate - Elkhart, IN
The People You Know, Like and Trust!

Neka, yes, it is a great idea to meet clients prior to showing homes.  I also try to meet Sellers outside of their homes the first time.  I just want to get to know them and see if we are a fit.

Dec 04, 2014 08:44 AM #27
Rainmaker
1,482,701
Inna Ivchenko
Barcode Properties - Encino, CA
Realtor® • Green • GRI • HAFA • PSC Calabasas CA

I don't always meet the buyer before showing the house, I will interview them over the phone. Sometimes I use skype for video conference.

Dec 05, 2014 06:27 PM #28
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