Every once in a while I get this particular type of buyer phone call. They start like this; I saw your sign on that ranch home over on South Avenue. I have a few questions. Quickly they begin to rattle off not one question but at least 10. How many bedrooms; how many baths? Do you know the lot size; do you have any other similar homes? Does it have a garage? Is it occupied, gee... what's the price? Before you can answer the first question the other 9 come in rapid succession. Any experienced agent confronted with this manner of questioning attempts to narrow down the challenge. You either try to answer the buyer's questions and get them out of the way. Or, more likely if it's me, I start asking my own. It's a trial close. Getting some answers needed so I can do a better job. As any agent knows, discovering the motivation, giving reasons to buy and eliminating the objections can lead to more sales.
Essentially, my job as a salesperson is to qualify a buyer. Showing homes, as if a tour guide, is not a part of my job description. Taking the reins... to get a sense of what the buyer abilities and needs are, I go for some answers. Can they can get a loan, do they have to sell first before they can buy, give me some names, phone numbers and addresses, please. I attempt to narrow down the questions and gently direct them toward identifying what they require in their housing needs. This is done all in a matter of minutes! Well, this is a two bedroom, is that going to work? Is one bathroom OK: Yes that would work. Have you driven by: not yet.
By allowing the buyer to answer their own questions, it is always less confusing to them; it empowers them. It usually gives a sense of direction in their purchasing decisions. So upon summarizing and parroting back to my client-to-be exactly what he has told me that he wants, I hope to get the information that I need. Without much hesitation or confusion I heard his reply... Oh, I am not the buyer... I am just calling for my friend!
Are you searching for homes to buy in Viroqua or Vernon County Wisconsin
call Mary Strang therteam.com RE/MAX Hill Country Realty 608-637-3599