FIRST if they are not paying cash, you want to have them preapproved to see how much of a mortgage they can afford, and some buyers do not want to spend to the top of what they can qualify for. Be sure and ask them about that.
The process of a real estate agent with a buyer would be somewhat like visiting a doctor or dentist, in my opinion.
You ask questions, ask questions, ask questions... Such as: What is important to you about living over there? Why do you prefer a one story with no pool? What is important to you about moving in June?
When you go to the dentist, they ask questions, they do not just start drilling on the left side because you said the pain was on the left. They want to pin point down the exact location of the situation.
If we could get the sellers to pay some of your closing cost how would that feel to you? Some key words to help you pinpoint your buyers concerns by using the words: feel, find, felt.
This way you are not irritating the buyer by showing them home after home after home which does not suit their needs.
In more than 920 successful transactions, I can recall several times when I became introduced to a buyer, who was UNHAPPY with the Realtor they has spent time with, and they even said: the agent was NOT LISTENING TO ME.
I hope your day is as great as mine.
Dan Dee McGinnis
The Pumpkin Man
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