Don't look on this as only a way to qualify them as to their financial ability or motivation. Look on this interview as an opportunity to help them to see possibilities they may have overlooked. You are the expert and consultant. Take on that role, and you'll gain the trust and respect of your buyer clients.
Planning Property Showings for Real Estate Buyers
By James Kimmons, About.com Guide
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Know Your Buyers' Needs, Desires and Capabilities.
Before you set up the first home showing, you should have thoroughly interviewed your buyers to determine what they want and their capabilities to purchase it.
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- Know Your Buyers' Needs, Desires and Capabilities.
- Go Beyond Their Stated Needs and Look for Alternative Solutions.
- Do You Have a Signed Buyer Representation Agreement?
- Early On, Roll the Mouse, Not the Wheels.
- Get Outside of the List Price Box a Little
- Group and Schedule Showings for Maximum Efficiency
- Let Your Buyers Know that it's OK to Say NO on Drive-up
- Ask the Buyers What to do Next
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