1. Avoid working with buyers. You can make a lot of money if you are a good listing agent. Remember the old saying that you should "list." I do not quite agree with this, since the majority of my income over the past 5 years came from buyers. However, if you look at any market, the largest manufacturers are usually large listing agents.
2 Qualify. Qualify. Qualify. I see that too many agents just jump in the car to show their possessions without having any qualifications. Ask as many questions as you can leave. Here are some examples:
a. Are you still working with an agent?
b. When do you want to buy?
from. Do you pay in cash or do you have financing?
Do you need to sell a house before you buy?
e. How much do you need at home?
Do you prefer newer or older homes?
Have you been to (city) before? If so, which areas do you prefer?
hour you follow the real estate market? Do you think we have reached the bottom yet? If not, do you agree with buying at these market levels?
I. Is this a search trip or will you buy if you see a house that suits your needs?
to. How long have you been buying a house?
You do not want to do this by interrogation, so be tactful about how you ask some of these questions. I always found the conversation to work well or ask questions in an e-mail with an emphasis on how they would help save them (and you).
Some of these questions can save you a lot of time by knowing exactly who your customer is and working them accordingly.
3 Say no. Learn to say no to people who, as you know, are a waste of time. You run a business and must be efficient in due time. I would not be so strict that you cannot save 30 minutes to show the old client a house, although you know that he will not buy it. An old customer will never be able to use your services in the future.
I get requests all the time from vacationers who want to go to several beach villas. After I ask them a bunch of qualifying questions, it is appropriate that they are not serious. Sometimes, after my questions, they understand that they are wasting their time and decide not to look at them. Sometimes it can be difficult, because from time to time you wonder who buys and does not buy.
4. Show the best properties. This is not about the number of properties, but about the quality. I explain to buyers that I plan to show them the best properties and eliminate those that are a waste of time. Obviously, for this you need a good knowledge of the market. It is difficult to choose the properties that best suit your client if you do not know the market very well. Some of the buyers of my largest transactions saw only 4 or 5 objects. Last week, I sold a house in Sarasota with a list of $ 1,695 million. They inspected 3 houses. Each person is a little different. Some buyers need to see 30 homes before they feel comfortable by pulling the trigger.
5. Teach. Train your customers in the market. Buyers should be well informed before they pull the trigger. The amount of information for each customer is different. Be careful not to overload buyers with too much information. They may suffer from paralysis analysis. It is back to finding out which of your customers through a series of questions. Some buyers need all the information to purchase, while others need only summary information about the market. Outline them and follow the appropriate steps.
At some point in the process, I mention some market statistics. For example, "last month all properties sold made it about 93% of the bid price." These expectations await the market. I threw out a lot of seekers in this way because they heard all the terrible Florida property news and expected 40% -50% of the list price.
