When was the last time you showed buyers what felt like an endless number of homes? Showing property after property to indecisive buyers consumes a huge amount of time and energy.
The key to avoiding this nightmare scenario is helping buyers pinpoint exactly what they want before showing them homes. Here’s a four-step process for doing just that.
Step #1: Set Expectations
Many buyers don’t understand the buying process. They might feel they’re supposed to see as many homes as possible. Or, they might not understand seeing tons of homes makes choosing one more difficult.
When you first meet with your buyers, set expectations about the buying process. Explain how your job is to help them narrow their criteria so they don’t waste time viewing homes that won’t work for them.
Step #2: Ask What They Don’t Want
Buyers are often terrible at knowing what they want (especially first-timers). But, they’re excellent at knowing what they don’t want.
After you’ve had the expectations conversation from step #1, ask your buyers what they don’t want in the neighborhood, home, lot, etc. Take detailed notes and ask follow-up questions as necessary.
You’ll be surprised how much you learn about your buyers’ preferences when they tell you everything they don’t want.
Step #3: Review Listings With Them
Most agents send listings via email and never take the time to review those listings with the buyers either in-person or by phone.
Once you run your initial MLS search, schedule time with the buyers to talk through the listings. Ask them the things they like and don’t like about what they see in the pictures, comments, and property details.
This step is critical because it either confirms or denies the information you gathered in step #2. Only when buyers are looking at actual listings do you get the full picture of their preferences.
Step #4: Invest 5 Minutes
One of the reasons agents get stuck showing too many properties is they don’t invest five minutes to eyeball listings before scheduling showings.
In step #3, you reviewed the initial MLS search results with your buyers. But, if you run a new search or set up an automated search, you might not have the chance to review the listings before your buyers receive them.
The problem is, no MLS search can capture every buyer preference. And, few buyers look at all the details of a listing before deciding whether to see it.
That’s why you want to invest five minutes eyeballing each listing your buyers want to see before setting up the showing. In many cases, homes that appear perfect for the buyers at first blush will end up rejected upon closer inspection of the details and remarks.
P.S. – If the four steps above seem like a lot of work, consider how much time they could save you. A showing on a home that doesn’t meet your buyers’ criteria wastes at least an hour of your time and frustrates your buyers.
P.P.S. - We are a top team in the South East Valley as ranked by Top Agents Magazine and RealTrends. We are currently hiring. The ideal Realtor® candidate is serious, motivated, and has integrity and drive. Please call us today!
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