When a client first contacts us to help them with their real estate needs, there is a high level of enthusiasm that needs to be maintained until the transaction closes.
But that initial stage is pretty important. I saw that yesterday with a buyer when we went out to look at property. It's so important to watch the clients reaction to certain features of a property when we first start out. Why is that? Because the client has given us parameters of what they are looking for.
BUT THAT CAN GO OUT THE WINDOW WITH THE FIRST VIEWED HOME.
Price is a big factor. Often clients want to look at the high side of what they are qualified for. From there you have no place to go.
In my experience it's better to start them off looking at a lower price point and work UP, because as the prices go up, the quality of the homes get better.
That's what happened yesterday when I showed a client some properties. Obviously, she is trying to get the best deal that include her parameters. And she was actually willing, but she would have needed quite a bit of remodeling money to get it the way she wants it.
However, this can happen at the high price point as well. We went for LOCATION, the least expensive house in the best neighborhood. Alas, it had roof problems that had turned into some mold in the ceilings. Although this house would have been perfect for her, there was just not enough money to fix what needed to be fixed.
Not to be deterred, we are going to look at a couple of homes that have everything that was on her initial list of "must haves". The properties are priced at the high end of what she can afford, but not quite the location she wants.
AFTER WHAT SHE SAW YESTERDAY, SHE IS MUCH MORE REALISTIC
The big thing is to keep the buyer enthusiastic about the search. Sometimes, as the process continues, they even change their minds about the parameters and locations.