Dear Rookie,

  • Have preapproval letter in hand prior to showing property.

  • Let the buyer know up front what to expect.

  • Let them know they must be honest with their lender so he/she will know where to begin looking for his/her loan. Let them know all details will come out prior to close of escrow.

  • Ask the listing agent what the seller would consider a “perfect” offer…and then write it.

  • If your buyers have an opportunity to meet the sellers, great. If all things are equal in an offer, the seller will choose a buyer he/she likes.

  • Write clean, strong offers…Quick escrows if the property is vacant.

    Marie Currie

    Dear Rookie,

    I absolutely agree. This agent is a true rookie! It isn’t the buyer’s responsibility to open up to the Realtor. The sooner this rookie realizes that it is his/her responsibility and his/hers alone to uncover the answer to these questions and issues and to explain the process to the buyer the sooner he/she will make a sale. Blaming anyone else for lack or success is a sure-fire way to continue the trend!

    Joe Charters
    Keller Williams Realty

    Dear Rookie,

    I really get upset when I hear this term! I have never had a client lie to me. I don’t consider them a client until we are “working together” to find them a home.

    As for working with other agents, I ask them up front. I have never been afraid to do this since getting my license in 1993. If they are, I ask them: If I find you the home you want to buy, then you will buy it through me, correct? If I can, I have them sign a buyer/broker agreement.

    I have not had to this in several years. I know I work harder than the average agent. I will be the one who gets them to the home first! Communication is key–be direct and forthcoming yourself!

    Hiding Credit Problems–You have to ask “educating” questions for this one. And don’t be afraid to ask for their lenders info up front. I explain I have to talk to the lender to know how I should structure their offer. Explain to the buyers that after the offer is accepted, the lender does run their credit again! And also the job is verified again–alert your human resources department and give the OK so there are no delays.

    Having unrealistic expectations–Again don’t be afraid to tell it like it is. When they give you a low figure, explain, “You’ll have to do better than that if you want this home.” Supplying the CMA or even just comps showing the selling price over the list price is good – that is what I do.

    Education and communication will work every time.

    Lynne Palmer
    zipRealty Inc.


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