Working with Buyers

How to show less and sell more.

Your First Contact - Making it count with the 4 Ws: Why, Where, What, When

Make them convince you.

Listen for the following;

Clarity - Do they have direction, focus, and specifics in mind.

Urgency - What is the timeframe to work within? Do they have to buy or want to buy?

Open Minded - Are they coachable? Will they follow your lead?

Pre-Qualifying - It is about more than money. 

Financially - Can they meet the lending guidelines to fund the loan?

Motivation - Are they truly motivated to buy a home?

Finances and Motivation must line up. The more time you take having a solid first conversation, the less time it will take you to locate the buyers new home and have your next sale under contract.

Consultation - This is where most agents get off track. 

All parties must have 100% clarity of the desired outcome.

A consultation saves everyone time when showing property and prevents missed opportunity.

If a buyer resists meeting for a consultation, it is a red flag.

A consultation allows you to establish expectations up front.

Value Proposition

A value proposition differentiates you from the competition.

A value proposition gives them a reason to want to hire you.

Ask for a commitment. Getting a buyer commitment in writing up front is no different than working with a seller.