This is a great little article and timely too! A few weeks back I referred a pre-approved buyer to one of my Realtor Partners only to receive a call THIS MORNING... that they (my pre-approved buyer) had found a home and wanted to put in an offer. To my surprise they were working with another Agent...and continued to advise me that the homes the referred Agent had showed them were not appropriate for their needs....Hummmmm?
This reminds me of the saying "Opportunities are never lost... they just move onto someone else. Thanks Todd for your timely post - Great Points.... Make it a great New Year!!!
I love buyers and sellers, they are very different though. Sellers know one thing, they want to sell their property. Buyers know they want to buy something and your job is to help them find what they are looking for.
I hear it all the time in sales meetings that buyers are liars and I completely disagree. I used to think this until I stopped talking and listening to what they had to say. Each time you enter a home, buyers talk, they tell you what they need by showing you what they don’t want.
If you continue to show them what they don’t want then they are lying to you, you are lying to yourself about being a service to a buyer. Recently I had a buyer that told me what she was looking for and I was sending her MLS listings and on our first venture out, we looked at 8 homes. (Only because they were all within a mile of each other)
I listened to what she told me on the phone and then I let her show me when we were looking at those homes. By the 5th home, I knew what she described on the phone and online was not what I had heard, I misunderstood. After we got done for the day, I took what I had heard at the showings and also what I saw on her face during the showings. Quickly changed the search parameters and set up an appointment with her for the next day. We looked at two homes and she put in an offer and thanked me for knowing exactly what she was looking for.
She had bought other homes in other cities before and was expecting this to take months because she could never find what she was looking for and ever home she went to see was completely off what she had described. She said “You were the first agent to ever listen and learn rather than open the door and say check it out, if you need me I’ll be here by the door to answer your questions”
So, follow your clients, watch their faces, listen to what they are saying and you will have happier clients and faster sales.
Todd Clark and the Friendly Home Team
Todd Clark is a licensed Realtor who specializing in Washington County, Oregon and also works both Clackamas and Multnomah Counties including the cities of Aloha, Beaverton, Canby, Clackamas, Gladstone, Gresham, Happy Valley, Hillsboro, Milwaukie, Oregon City, Sherwood and Tigard.
All information contained in these posts is copyrighted and cannot be used without prior written approval authorization from the author. If you are looking for an outstanding agent please give Todd Clark a call he would love to help you in all your real estate needs.
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