Are Buyers Liars? Part 3

July 21, 2010

Encourage the buyer to talk as much as possible about who they are and what they’re looking for.  They’ll tell you most anything you want to know about them!  People love to talk about themselves, and this is a real trust and relationship builder.  Their answers to your questions can give you important information about the things important to them that can make them prefer one home over another.

In one episode of Agent Vs. Agent the buyer was a young single woman.  An absolute essential for her home was having a bath tub.  Not having a bath tub was a deal breaker for her!  The rep with 20 years experience showed her a home that only had a shower.  As soon as the buyer saw that the viewing was over!

It’s especially important to find out how long the buyer envisions living in this home.  Let’s say it’s a young couple buying a one bedroom apartment.  Are they planning on having a child?  If so, when?  If they have a child, how long do they plan do stay in the home after that?  Do they want to buy a larger home before the child is born?

Let’s say the couple is planning on having a child within 5 years.  Use your internet connection to use a mortgage calculator to demonstrate to them how much equity they’ll have built up in 5 years minus the cost of their mortgage.  It will be reassuring for them knowing about how far ahead they’ll be ahead financially when baby arrives, especially if they’re renting right now.

Finding out what the people want for future let’s you know what information you should be sending them via email over the months and years between this purchase and the next.

When you do all these things you’ll have done far more than any other buyer rep to understand them.  They’ll be immediately impressed and want to work with you.  They’ll be far more inclined to sign a Buyer Rep agreement with you once you’ve shown them a couple of properties that are very suitable for them.

When you do this you’ll be making life easier for yourself too.  You’ll be able to show fewer properties to buyers and get more closings quicker.  You can also count on lots of referrals down the line when you find lots of happy buyers exactly the home and lifestyle they’re looking for!

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