"Desperate Times Requires Drastic Measures!" I really think this phrase is unknown to many real estate agents these days. If they want to survive, they need to learn it quickly, and implement some changes! Most persons that I know in real estate have really gotten foolish lately. They are so desperate for money to pay their own bills that they have thrown reason out the window. Yes, it is a buyers market, but because you are behind on your office bill, credit cards or other expenses - you should not be acting less professional. In hard times, many of the most seasoned agents have shied away from asking too many questions of potential buyers. They are afraid to rock the boat qualifying someone. That caller's main intent is to use you for free information, and not to commit to your services.
Agents that are in a panic do not want to disturb the would be caller with any objections for fear that there are so many other agents out there that will give them what they need. That thinking is flawed and riddled with dire consequences. The result is that many agents dig a deeper hole for themselves, and get even more depressed when it doesn't work out. The quickest way out of real estate business is burnout, and all too often, it is a self-inflicted fatal wound. You will waste your time, money, effort and possibly risk your own life if you do not act professional and change the way you conduct your business.
Some Suggestions for Handling Buyers:
- For safety, reasons only meet buyers on first encounter at your real estate office.
- Request personal information: name, address, phone numbers, email address.
- A copy of their driver's license is to be kept at front desk when showing.
- Ascertain the time frame to purchase, do they have real estate to sell, and etc...
- Ask for specific buyer needs.
- Only work with buyers that have been pre-approved and qualified.
- No Free Information - unless committed to working with you with signed agency.
If a potential buyer caller is elusive, evasive and less than forthcoming - get them off the phone. This is especially true of buyers that identify they only want to look at the property or need more information. Your services are not required. If they are too cheap to pay for a taxi and someone to open doors, they most probably cannot afford to buy a home anyway. So why are you wasting your time thinking you can win them over when you can't? If they cannot afford to buy, why are they calling you?