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 Fifteen Benefits of Working with a Buyer’s Representative Advanced tip Understanding Agency Broker tip Contract Terms for Buyer’s Representatives Qualifying the Buyer Advanced tip How Well Do You Listen? Advanced tip Who Are Today’s Buyers? Advanced tip Advanced: Psychographics —Understanding Buyer Motivation Prospecting for Buyers Working with Internet-Empowered Buyers Servicing the Buyer Advanced tip Advanced tip Closing the Deal Advanced tip Due Diligence and Disclosure Advanced tip Staying Safe While Showing Homes Broker tip When to Call It Quits Quiz: Buyer’s Representation Bright Ideas: Working With Buyers Code of Ethics: Working with Buyers More Resources: Working with Buyers Vendor Resources: Working with Buyers |
15 Ways to Help Buyers Reach a Decision Choosing which property to buy isn't easy. When working with buyers, one key service you provide is helping them weigh their options to reach a sound decision. Here are some practical tips to put to use with your clients. 1. Respect what they can afford. Don’t waste their time on homes far outside their price range. 2. Preview the houses before you show them. If possible, visit the home before you take your buyers there. At the very least, take a virtual tour. 3. Stick to the core criteria. Use a checklist of the buyers' must-haves, and use it to determine which properties to view. 4. Don’t show too many houses. When inventory is supple, buyers can be overwhelmed with their options. View no more than four or five properties in one day, and encourage buyers to jot down notes or take photos to remember each home. 5. Plan the route you use to approach each house. Make the most of your time in the car. By planning your route, you can show buyers what the neighborhood is like and highlight any special amentities — a new library, a beautiful park, a riverwalk. 6. Remind buyers that every house is a compromise. Buyers always envision more than they will eventually buy. Help them develop a list of pros and cons for each home they view. 7. Tell buyers about major negatives they will see and start to defuse the problem early. If you are aware of a property's drawbacks, but still feel that it may be a good fit for your clients, explain the problem before you visit the home. 8. Help buyers see the possibilities. Visualize ways that a less-than-perfect house could be changed to meet buyers’ needs. 9. Don’t overwhelm buyers with too much information too rapidly. People won’t comprehend it all at once and may feel that you’re not listening to them. Instead, disperse important information as you see fit during your visit to a home. 10. Create involvement in the house by pointing out places existing furniture could fit or how well a particular feature of the house would fit with the buyers’ lifestyle. This is especially important in homes that aren't staged very well. 11. Allow enough time for buyers to really explore a house. Don’t hurry unless they do. 12. Never get caught in the middle of a disagreement between the buyers. Remain neutral, and let them work it out. 13. Don’t jump to respond to every objection. Be sure it’s a major stumbling block. Some concerns are so minor they don’t stand in the way of a sale. 14. Don’t waste time on the wrong house. If the buyers obviously don’t like the place, cut the inspection short and move on. 15. Answer an objection with a question. This helps buyers understand what the real issue is and may show them an answer on their own. Portions of this list were adapted from How to List and Sell Real Estate in the 21st Centuryby Danielle Kennedy and Warren Jamison Present Information in a Way Buyers Can Understand Giving buyers information is only part of the process. Presenting it in a way that helps them process and understand it more readily can make finalizing a sale much easier. People process information in one of three principal ways:
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