"The SECRET" ........to working efficiently with Buyers.

"The SECRET"  .........to working efficiently with Buyers
By Greg Perry, Kirkland Realtor
Eastside Real Estate

I've always enjoyed working with Buyers.  Some of my most enjoyable moments in real estate have been assisting Buyers.  Yet, many of my real estate colleagues at the best get extremely frustrated with Buyers, or don't like to work with Buyers at all (only list properties).  As embarrassing as this is to admit, many agents sing the mantra, "Buyers are liars". 

1. I've witnessed agents get a Buyer lead, quickly run listing sheets off the computer, seat them in the car and run off to go show properties.  After many miles driven and homes shown, the Buyer can't make a decision and agent and the Buyer are frustrated.  Why?  I believe the Buyer does not have enough information or knowledge to have the confidence to be able to make a decision.

Before starting to show homes to a Buyer I have them come in to the office for an initial consultation.  I ask them to budget one to one and a half hours, without their children, for this meeting.  I have a format that I've used for years, in a powerpoint program, to educate Buyers so they quickly move through the process and have confidence in their decisions.  Here are the key areas I cover:

1.  The Market
2.  Their desires and needs.
3.  What to look for in an agent.
4.  Their expectation of their agent.
5.  My expectations of my clients.
6.  The Real Estate Process
7.  The Consumer issues.
8.  About Agency.
9.  How I work.

I've been able to handle 6-8 Buyers at a time efficiently by front loading the relationship.  I use this approach with first time Buyers, CEO's of companies and everyone in between. Sure, I've had agents wonder and criticize for the initial time I invest.  I laugh all the way to the bank because my Buyers act, and do so quickly and confidently.

Over the next few days, I'll outline each of these 9 areas and some of the tried and true questions that help me get to the core of Buyer motivation and understanding.

Comments

[Rhonda Porter]

This is great advice for loan originators as well. If consumers are informed in the beginning of how the process works, they know better what to expect and you can outline how you handle your business practice. Thanks!

[Greg Perry]

Thank you, Rhonda. Another benefit is that we rarely have a problem with Buyer loyalty, because we pour so much into helping them completely understand the process. They appreciate being armed with the knowledge to be successful!