BrokerageIndustry News

Keep buyers focused on their top 5 must-haves

Future-Proof: Navigate Threats, Seize Opportunities at ICNY 2018 | Jan 22-26 at the Marriott Marquis, Times Square, New York

Do you take the time to interview your buyers before you take them out to look at property or do you just load them into your car and hope for the best? If you're not digging into what matters most to your buyers, you are costing you and your business valuable time and money. At the most recent National Association of Realtors conference, I attended an educational session where one of the speakers was illustrating a system to help agents deal more effectively with buyers. She asked two different agents in the room to describe a problem their clients were having. Both responded the same way: "They want to find a house." Is wanting to find a house really a problem? If you're in real estate sales, that should be a good thing. What was really disturbing is that these two experienced agents knew so little about their buyers that when the speaker pressed them for more details, they couldn't supply them. Asking the right questions There's an old adage that says, "B...