FIVE INGREDIENTS FOR WORKING WITH BUYERS

We had 5 ingredients for the recipe for working with Buyers:
1. Work from a Presentation guide. Know what you will say before you say it! Always work from a "prepared" presentation. Not memorized, but, rather a guide to follow. Important to be professional in covering all the parts of a transaction. In a conversational approach, it has been found to be much easier to build rapport and becomes "friends" early and quickly.
2. Qualify your prospect early in the relationship. You must be selective. We suggest you only work with buyers who are approved for a mortgage. Don't waste their time or your time. Be prepared to "assist" them through this process. Most buyers want to acquire a home...Home ownership is a very good thing. But, question number one must be answered...How are you going to pay for it? The answer to that questions comes before we go on our tour.
3. Working with Buyers absolutely requires that you know and understand your market. First and foremost your buyers must understand how important PRICE is. You need to convey the message...all things being equal, if the price is right the property will sell-sooner that later. They and you could lose out if you are "dragging your feet."
4. Learn to ask questions. The right question. Learn their wants and needs. Learn what motivates them. Are they first time buyers, a young family, they moving up or moving down...are they investors or singles...perhaps transferring. Sometimes we need to ask the same question more than once, phrased differently and then compare the answers.
5. Understand that buying a home is in reality a Problem for Buyers. Problems need to be solved. Let there be no mis-understanding. YOU are the problem solver. Turn the focus, in your relationships with buyers, to that of a search for solutions.

We devote one session in our post course to "creating the perfect day" ...utilizing the time we have to its maxi mun profitability. If you include the discipline of time management in your business, you will result in a "controlled" sense of urgency with your buyers. It will pay off, big time, to keep things moving.
Excellent Post Course class. Great interaction and participation. Next one at Meridian Tech in Stillwater Dec. 1.2 and 3 2008.