Here’s part one of my series outlining how to help your homebuyer clients.
In this two-part series, we’ll dive into how to prepare your buyers for the market and ensure their offers are accepted.
Step one in the process is to set an appointment to meet with the buyer face to face so you can ask them all the necessary questions about their wants and needs in a home. Writing everything down is a given, but after asking these questions, listen carefully to the answers.
The next step is to ask the buyer about their big “why.” What will moving do for them, and how will it make them feel? Don’t be afraid to peel layers away to uncover their core motivation.
“They may not want to hear the truth about the market, but it’s your job to tell them.”
Step three is preparing the buyer for the market and setting expectations. In a competitive buyer’s market like this, this step is especially important. Even though they may not want to hear the truth, you need to tell it to them anyway.
Next, you’ll want to set up automated home searches based on their criteria. Continued strong communication is critical in this phase.
Step five is identifying the best properties based on their criteria, and step six is selecting four or five homes from that category to go and see in person. If possible, communicate with the listing agent to create rapport. They want a stress-free experience for their clients, too.
Finally, you need to negotiate and protect your clients’ best interests. It’s your fiduciary duty, and you should be treating their money like it’s their own.
Stay tuned for part two, where we’ll go over what happens after your buyer’s offer is accepted. If you have any questions in the meantime, don’t hesitate to reach out via phone or email. I look forward to hearing from you soon.
