Did you know that 90% of Realtors never do a Buyer consultation with their prospective buyers?
Did you know your buyer consultation is one of the important activities you can perform to ensure you will end up with a successful closing and happy repeat customers?
I know that probably sounds like a bold statement, but I know it is a true statement and critical to ensure a smooth sale.
THey really work
I’ve been doing them for 26 years and can tell you they work! I cannot even remember the last time I lost a buyer who sat down for a consultation with me. I’m not bragging! I just want you Realtors out there to experience what I have with a healthy, happy career based on good, sound practices!
Here are some good points to reinforce that.
What is the Buyers situation?
The buyer consultation is usually the first opportunity you will have to really delve into the customer’s wants and needs when they are buying a home. There are many things you need to learn about the buyers situation before you start searching for properties for them.
How will they finance the home?
Very important facts you must know to ensure their ability to buy a home will be how they will finance the home, the time frame to buy and what exactly they are looking for, just to mention a few. Before you even take your new potential client out to look at homes, please please, please make sure they are pre-approved for a loan. It is very disrespectful to show a seller’s home to a buyer who cannot qualify to buy her home. Plus if you write an offer on an assumed pre-approval and they cannot qualify after you are under contract, you might have a litigation at your doorstep. It is our job to be honest in our dealings with others.
A successful real estate agent will not waste their time. Successful agents always do buyer consultations because they are very busy people and do not have time to spend on unproductive activities like showing homes to people who cannot or will not ever buy a home.
My time is precious and I have strict goals for myself that have to be adhered to keep my business running. They also include getting paid for my services. If I don’t find out the ability or motivation for a buyer to buy a home from the very beginning, shame on me.
That is careless for everyone involved. I have let myself down as well as my potential client by not being honest and performing basic duties and giving them false hopes if they cannot qualify to buy a home.
IT all has a purpose
Every activity or task you perform as a Realtor should have a purpose and a system to follow up the process so it goes smoothly. A buyer consultation is just such a system. It is used to procure buyers, analyze the goals of the client, perform appropriate tasks and keep them engaged and happy through the home buying process and on task with what they want and need as well as explain everything they need to know along the way.
With no system in place, buyers will get lost and shuffled off, resulting in lost sales and wasted time for everyone.
Keep clients coming back for years to come
Since “customer service” is the name of any successful realtor’s game, a buyer consultation impresses the client with your caring and attention to detail. You ask questions as to what they want and why. You provide help with getting the best financing for them, reputable inspectors, appraisers if needed, title companies to provide clear title to their new home and a multitude of vendors that may be needed to ensure a successful sale.
This kind of service builds their trust in you and proves to them that customer service really means something to you and is just not lip service.
Visit the home page of Cyndasellscoaching.com and download my FREE copy of ” The Perfect Real Estate Daily Schedule” to get you started on the right foot every morning and help keep you on track to making more sales!