This is a one page flyer that I wrote speaking to the 'for sale by owner' market. I needed something to convince these sellers that the "buyers" coming through their open houses were not really good potential buyers at all. This has worked for me in several instances, but you have to wait until they've had it on the market for a month or so. If you send them this information after they've had enough Bargain Hunters and Casual Lookers come through, they'll start to realize this information is very true and be much more responsive to listening.
There are only 4 types of buyers!
Highly Motivated Buyer
This is a buyer that is ready to buy today! They may be moving to this area because
of a job transfer, or have already sold their present home and need to find another
one fast, or they may just be the kind of people that like to make quick decisions.
These buyers are typically pre-qualified with a lender and almost always work with
a Realtor. They don't have time to drive all over town trying to track down a home
to buy. Since 97% of the homes for sale are listed with Realtors, these buyers know
it's just easier to get help from a Realtor.
Serious Buyer
This type of buyer is serious, but not in a huge hurry. They may be first time home
buyers, or have just recently put their current home on the market, but don't have a
buyer lined up yet. This type of buyer is also prone to working with a Realtor. They
do understand that working with a buyers agent doesn't cost them any money and
if they are first time home buyers, they may feel helpless and need someone to walk
them through the process and protect their interests.
Bargain Hunter
This type of buyer is looking for a bargain. Their idea is to save the commission that
goes to a real estate firm, or worse . . . they want to find someone that's desperate to
sell so they can buy the home at a steep discount. They'll ask enough questions to
get a sense of how badly you need to sell and are only concerned with price. This
type of buyer is almost never pre-qualified with a lender so you'll never really know
if they can actually afford to buy your home, but they'll tell you it's not a problem.
Casual Lookers
This type of buyer is a semi-professional "looker". They can't afford to buy because
of bad credit or no money, but they won't ever tell you this. They like to spend their
weekends just looking at homes and wasting your time. They'll tell you they love
your house and ask all kinds of questions. They'll get your hopes up, but after they
walk out the door, you'll never hear from them again. When you call them, they'll
have some excuse of why they're "not ready to buy right now" or they'll say, "We're
still looking".
If 97% of all the homes for sale in this area are listed with
real estate firms, where are the serious buyers most likely to go?
So what kind of buyers are left over for you?
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