As I have written before, the term “lead” is a four letter word that somehow became dirty. I have suggested a name change to “need” because converting a client means meeting their needs. First, a look at the buyer.
A buyer needs to:
- See ALL the listings the agent sees. This is need numero uno.
- Get as much up-to-date information about the listings as possible, including all available public information, without having to hand over name, rank and serial number.
- See pictures—lots of them—and video and virtual tours if available
- Know all about the neighborhood, amenities, schools, crime, jobs, green space, public transportation and other quality of life issues
- Know about any restrictions on use of the property or other legal issues which may impair the quiet use and enjoyment of the home
- Know the details of all the comparable homes for sale in the area and recent comparable sales in the area
- Have a home inspected by an experienced licensed inspector or engineer
- Know their creditworthiness and all about mortgage products they qualify to obtain
- Find a home quickly
- Have an experienced agent represent their interests ONLY (not the seller’s)
- Know all the costs of the purchase before reaching the closing table
- Know how the home purchase process works beforehand, as well as all their rights, including the right to negotiate the commission
- An experienced real estate agent to provide choices and explain the choices
- Understand the terms of the contract of sale before they sign
- Own a home they can afford
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Hi
I think it is a favor of buyers and I think very a nice subject.It is a choice of buyer and what does he want?
August 7th, 2008 at 11:45 pm
Sometimes a buyer doesn’t even know all their needs. A professional does best, IMO, by making the buyer aware of their needs and then serving to meet them. A buyer who knows what value a professional provides is better able to recommend them to others. And a referral is a gold, Jerry, gold.
August 8th, 2008 at 11:15 am
well, but sometimes that information can’t be shared for legal reasons (like neighborhood diversity, etc.) or the house is in a state that doesn’t require the owner to disclose information. it’s up to the buyer to do some research on their own, too. also, i’m not why finding a home quickly is a need. maybe finding the right home to meet the buyer’s needs is more accurate.
August 8th, 2008 at 3:27 pm
I like the new nomenclature. “Need” is much better than “lead”. Lead alway felt a little cold and indifferent to these people. A lot of these “leads” end up becoming close friends and its always wierd to say back when they were a “lead”. Calling them a “need” better reflects how I think of new clients.
August 10th, 2008 at 8:09 pm