If You Are Buying A Home, Consider Working With An Advocate. Exclusive Buyer Agents naeba.org
Exclusive Buyer Agents-members of NAEBA are dedicated to serving home buyers. 100% of the time and in every real estate transaction.
1. More Listening, Less Talking-as experienced Realtors, we have important information to convey to our Buyer clients. We want to share the good and bad things we discover on a house tour. Since this is what we do and where we shine, it's easy to keep talking and talking. However, keep in mind, clients are processing information too. If we talk more than listen, they may feel oversaturated and begin to tune us out. If we want to make a point, we should, but follow up by asking for their opinion.
2. Have Clients Write a Wish List-this is extremely important! Buying a home is an emotional experience. Most of us dream about our "perfect" home. We imagine our families gathering around the fireplace or entertaining friends in spacious surroundings. The best way to make this happen is to write it down! It's so easy to get distracted on house tours. Maintain clarity and focus by checking your wish list again and again.
3. Pay attention to the Relative/Friend Your Client Brings Along-we may not want to answer questions or listen to the opinion of our clients friend or relatives but remember, they do. That is why they invited them! I am not suggesting we agree with everything someone says but we should treat this person with respect. Be patient as they talk and make their points. If they are dead wrong, we can respectively give our opinion on the matter and let it go. There is no need to move the conversation in an awkward direction just to make our point.
4. Ask lots of Questions-Do you think this home has curb appeal? Does the kitchen space serve your needs? Do you mind walking up and down 2 flights of stairs to do laundry? You get the idea. What our client thinks-matters. By identifying what they want, we save time and facilitate the home buying process.
5. Follow Up that Evening or the next Day-After a long day of house hunting, write down the highlights and send your client an email. Let them know what you liked and ask them if they want to make changes to their home search. Try to do this while it is fresh in your mind. Again, this will save you valuable time and validate opinions and concerns your clients made during the home tour.
These five points can be effectively used in personal relationships too!