Posts Tagged ‘ buyer process ’

Managing Buyer Expectations – If You Don’t, They Will

It’s a typical scenario: you get an email from a couple wanting to see a home. Adrenaline surges as a closing check flits across your mind. You eagerly set up an appointment, drive across town, show the property at the appointed hour then set up another appointment to show them more homes on the weekend.

frustrated-realtor-drivingFriday comes and you get an email with 17 MLS numbers they’d like to see. A small gnawing feeling starts working at corner of your stomach as you realize you need to do some educating. You dive into the list and quickly discover that 14 of them are short sales that can be shown by appointment only. That uncomfortable feeling in your tummy is expanding into a minor digestive disorder as you get ready to start making the calls to set up the appointments.

I could go on with scenarios all too common for too many REALTORS® … ending with the unreturned calls, failure to respond to emails and finally the devastating realization that the clients you’ve been carting around for the past three months have just purchased a home from another agent at an open house.

You’ve just been managed.

From the first moment you come in contact with a prospective client, they have expectations. In many cases, these expectations are not based on reality: they’ve been garnered from conversations with their friends, reading posts on sites like HomeGain, Zillow and Trulia and by watching HGTV. Often, their expectations are way out of alignment with reality. It’s up to you to manage their expectations and direct them forward in a positive manner. You’d think it would be easy, yet statistics state that by the time a buyer gets to you, they’ve already been in contact with numerous other Realtors. How do you get this food chain to stop with you?

Bottom line: if you don’t mange your buyers, they will manage you. Right out of business.

In reality, I’ve discovered that most buyers want to be “managed.” Used in the right context, the word “manage” is a good thing. Continue reading this post


Posted by: Carl Medford on September 28th, 2009 under Best Practices


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