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ShareCome on now, admit it, just about every Realtor has experienced this from time to time, even with buyers who fell into the close “friend” category. Once you get burned, you start to learn just how important it is to sit buyers down from day one and point out a couple of facts of life about working the “right way”, with a Realtor. Although most of us clearly understand the basics of what we do, the next time you’re going through a buyer orientation, try these tidbits:
1) When it comes to the part about them driving around and looking at new homes you want to allow them flexibility, but you need them to be zealots in your court. Ask them what they do for a living? Whatever they tell you, then ask them, “Tell me, in your position, do you feel 100% supported when the team you work with keeps you 100% in the loop, and you know all of your options to do the best job you can, which produces the best results?” Their answer, of course, is obvious. You go on to add, “So if there were six specific ways I could show you that having me involved in any new home purchase would not only save you dollars, but help you make a smarter long term purchase, we could work well as a team, could we not?” Game, set, and match.
2) Another important point is that if your buyers wander into a new home subdivision, the onsite agent is trained to gather every morsel of fact and follow-up they can get. I often ask my buyers this, “Would you like the ability to walk into a new home subdivision and not go through the first ten minute grilling by the onsite agent as to who you are and why are you here?” Most buyers I know would love to skip that part and just be able to see the model and get the information. “That’s easy,” I say, “just hand them my card and tell them you’re working with me, and you’ll not get hassled at all, in fact they know you’re a serious buyer who already has a professional contact.” It truly is that easy.
Assuming that the builder is smart enough to use a commission policy for their onsite agents that encourages Realtors bringing them clients, then it behooves all of us to be totally capable of explaining why having us there, as their representative, makes sense! Those six reasons are placed in a “script” format. Top agents all across the country understand that even the most loyal buyers “stray” from time to time into subdivisions, but they make a point of explaining how to do it under their terms!
