How to Wow A Buyer to be Your Client?

By
Real Estate Agent with Keller Williams Realty

http://www.tsl.state.tx.us/ld/projects/trc/2008/clipartcolor/cowboy_book.html

Buyers are gold in this market.  A smart agent, even those who in the past have just listed homes for sale but did not work with buyers, are now expanding their services and working hard to gain more buyers as clients.  Not so easy in this market so how do you impress and retain?

A few tips to make you stand out as their choice of representative:

  • Hold Open Houses.  Be prepared with knowledge of area, your resume, booklets in the home that not only tell about the home features, area, schools, etc. but be sure to include your resume as well.  Be informed about the home and competitive listings on the market as well. 

 

  • When showing homes for the first time to a new customer be sure to have a preliminary meeting to overview their tour of homes.  Have a buyer book prepared that gives them great information as well as let's them know how organized you are as an agent.  Things to include in the buyer's book are: Three ring binder which has a plastic cover so you can insert a decorative cover your contact information.  Tabs with sections - Tour, Maps, Considering, Forms, Misc Information.  Material to include in these sections are the tour sheet where you have lined up in order of the showings that has the short pertinent information about the property (address, sq ft, age, area, room count, amenities & comment area. Maps of the areas you will be showing highlighted for the location of the property.  Tax rate information for the different cities.  Forms - blank forms for purchase, and addendums, etc. for their review and to become familiar.  You can have them reference these forms if you discuss some portions of the contract such as option period, etc..  I have a section where I have a business card insert sheets that holds my card, title company, inspector, mortgage company, etc. business cards for reference. 

 

  • Homes that are currently rented.  These have tenants that may turn to future buyers.  Send mailouts to these homes regarding your services, make the materials professional and have value added services such a valuation expert.  Keep them updated on the market and wonderful rates.

 

  • Buyer seminar - set up a meaningful seminar for buyers that you have a mortgage vendor, appraiser, inspector and yourself as speakers.  Plan for success by ads in papers, Internet, tenants on leased homes being invited.  Organized with snacks and good location.  Handouts, short but informative speaker overviews of topics that will be helpful for buyer purchases.  FOLLOW UP!! 

Be proactive of not only meeting but retaining buyer's to turn into your clients.  Professional outreach and proper preparation will impress and have them won over.

 

 

 

       

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Rainer
3,742
Shea Steel
RE/MAX equity group Portland, OR - Portland, OR
Your Portland, Oregon Realtor

This is all great information. Sounds like you know exactly what to do to stay successful in this tough market.

Jan 27, 2009 07:50 AM #1
Rainer
138,818
Paul Silver
Tiverton, RI
Rhode Island full service real estate firm

We agree completely... our best performing agents are all buyer representatives these days, and they do as you say, and then some... great post.

Jan 27, 2009 07:54 AM #2
Rainer
84,839
Mary PAUL, ABR, CRS,GRI, e-PRO,
RE/MAX Advantage Realtors, Searcy, AR - Searcy, AR

That is a great list!  You are a great agent and I am sure buyers love to work with you.

Jan 27, 2009 08:00 AM #3
Rainer
650
Fred Smilek

I agree completely.

Fred Smilek

Email- Fred_Smilek@yahoo.com

Fred Smilek is the acting president of the Society to Save Endangered Species. It was founded two years ago by Fred Smilek along with his two best friends Charles and Jonathan.

Jan 27, 2009 08:00 AM #4
Rainmaker
394,054
Kevin Cavanaugh
Keller Williams Hudson Valley Realty - Tappan, NY
Lic. Associate Broker, ABR, GREEN

Connie, Thank you!  Very nicely done.  You are right, it's all about the white glove service.  A complete turn around from a few years ago, eh?  Thanks again. kevincavanaughonline.com

Jan 27, 2009 08:18 AM #5
Rainmaker
4,798,831
Gabe Sanders
Real Estate of Florida specializing in Martin County Residential Homes, Condos and Land Sales - Stuart, FL
Stuart Florida Real Estate

Great tips.  Thanks for the information and I'll put these into my toolbox.

Jan 27, 2009 08:40 AM #6
Rainmaker
67,649
Walter Grewe III
Long and Foster Realtors - Roanoke, VA
Realtor, SFR, A-REO, Roanoke Homes and Real Estate

Great info, thanks for posting this, every tip helps in this market.

Jan 27, 2009 10:53 AM #7
Rainmaker
134,234
Rick Sergison
EXP Realty of Canada Inc., Brokerage - Pickering, ON
Durham Region Real Estate Blog

One of the most difficult things that I have to get through to new agents when I am coaching them is NOT to ignore Buyers!  The Real Estate course and instructors can be so negative and they keep getting indunated with "List to Last" and "Listings are like gold...Blah, Blah, Blah".

Yes long term, listing is where it's at!  But farming is a longterm proposition and costs money these newbies don't always have - not to mention that the Buying process can be much faster and they can get paid much sooner.  Thanks for the great post.  I think I'm going to send a few of them over to read it!

Jan 27, 2009 11:53 AM #8
Rainmaker
861,525
Gabrielle Kamahele Rhind
KGC Properties LLC, Tucson Property Management & Real Estate - Tucson, AZ
Broker/Owner

MORNING CONNIE!  Great stuff!  Nice to know that I am doing part of this!  I need to get working on those Buyer seminars!  Thanks for a nice reminder!  --Gabrielle

Feb 01, 2009 10:14 PM #9
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Rainer
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Connie Goodrich

CRS ABR (McKinney Realtor)Texas
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