It’s the best of times and the worst of times.  Buyers are eager to buy and buy quickly, that’s good.  And Buyers are feeling pressure to buy quickly, that can be bad.  Buyers will make less informed decisions, with less confidence; which will lead them to be shakier; come up with more demands after inspections and during negotiations.  Ouch!  All of that can be avoided. 

If there was ever a time to prepare the Buyers for the market and the process… it is now. 

In every State Agents are guilty of poor Buyer preparation.  (I have spoken to Agents in most of the States about this.)  Agents do not take time to meet with the Buyer and go over every aspect of buying, selecting property, inspecting, what happens when they find the one; writing the offer (and getting a copy of the paperwork in advance), the negotiating process; inspection choices, approving and negotiating inspection findings, the greater demands of the banks for mortgage approval, final walk through, and closing. 

Is the Buyer interested in all of this?  Absolutely!  But they don’t even know the questions to ask. 

So it is up to the Agent to enlighten the Buyer about the value having all this knowledge in advance.  It is up to the Agent to recognize how the Buyer will be more confident and will make better decisions with better preparation.  And it is so obvious to the Buyer, once it is explained that it is actually easy for the Agent to explain it and make the appointment to meet with the Buyer. 

But is it worth it to the Agent?  What’s the advantage to the Agent?  Let’s see.  The Buyers buy more quickly; after seeing fewer properties; accept the Agent’s advice more easily; appreciate the Agent’s guidance all the way from first meeting to moving in; and refer the Agent to other Buyers more quickly and more often.

Does all that happen just from preparing the Buyer better?  Absolutely!

And, in this deadline driven environment, when the Buyers are under more pressure than ever, this education and preparation are even more appreciated.  That greater appreciation is more greatly rewarded with more loyal, efficient, and grateful Buyer Clients.

If there ever was a time to take the time with Buyers at the very beginning of the process to demonstrate the Agent’s expertise, demonstrate the Agent’s compassion, and commitment to his or her Clients, now is the time when that will be appreciated rewarded most.  

Bottom line, make an appointment at the very beginning of the relationship with the Buyer to review the process in detail; answer all their questions; give them a copy of the paperwork and review it with them.  Do this conscientiously and you will be one of the Agents that take maximum advantage of this Buyer flurry we are experiencing.  Short change this process and you are destined to be one of the masses that squander this fantastic window of opportunity.

For information on building your best Buyer Presentation, contact us.