Starting a Buyer Relationship

It's now time to take those leads you have generated and start to turn them into actual customers. Invite a potential buyer into the office to meet with you. This simple invite can go a long way in measuring their level of interest. If they are reluctant to take the time to meet with you in person, they may simply be curious about the market and not really ready to buy. That's okay, you can remain their resource for industry information until they are ready.

When you do meet with a buyer, you have to be ready with a buyer presentation that you are so comfortable giving that it almost seems like an informal conversation. The core of this presentation will be all the essential questions that help you determine their wants and needs. It is also important that you educate your potential buyer as to how the industry works and how you work. Informing your customer up front about what they can expect from you, and what you expect from them, is a great way to head off issues that could crop up in the future.

Make sure that you are knowledgeable about any forms or contracts between you and a buyer that are required by state law, or simply by your office. Most potential buyers will not be familiar with them, and they will look to you for any questions they might have. If you don't know the answer, don't wing it. Simply state that you will have to find out the answer for them, then make sure that you do.

As part of your presentation, don't be afraid to spell out to the buyer the benefits of working with you rather than another agent. You are a competent professional, make sure that you show them!

ACTION

Buyer questions - make a comprehensive list of questions that will help you determine your potential buyer's wants and needs in buying a new home. The more you ask, the easier it will be to find the house they want!

Industry/market information - find resources that you can access quickly that give you the most current information on market trends and the industry. You need to be informed!

Your skills and assets - why should this buyer work with you? Prepare yourself to answer this question in a confident manner . You need to be able to showcase your skills in a way that will make them see you as a great buyer's agent, even if this is your first buyer!

Learn the forms - whether it is an actual buyer's contract or an agency relationship disclosure, read the forms in advance, ask questions about any parts that you don't understand and practice filling them out!