As we watch our local supply of homes dwindle rapidly…many buyers
have found themselves wishing they had acted quicker or at least been willing to
stretch their price range to acquire the home they really wanted.
We as Realtors tried to persuade them only to be perceived
as trying to hurry a purchase. Now with time running out
they may be faced with paying that higher price with less
to choose from.
As one agent recently said…“it is less costly to adjust to a more
expensive home than to improve a lesser home”…and of course
home improvement should be limited to the
maximum resale value the neighborhood will allow.
So…what do we tell our buyers and how do we best serve them so they
have a better chance of acquiring the home of their dreams.
In this market if you have not acquired your buyer’s pre-approval
letter or proof of funds in advance…
then YOU are not prepared.
Sometimes it’s tough to do but you must insist on this information to
accompany the offer…and offers of course need to be made quickly. Sellers are not just looking for the highest
offer. They want to make sure your buyer
can get to closing.
Cell phone pics of the earnest money and option checks can be uploaded
quickly but most importantly a competitive offer with support that your client
can pay for the home should be sent out first …and mention that all other
paperwork will follow.
Not everyone can drop what they are doing to view a new listing. This is where you come in. Know exactly what
your client wants in the area they are looking for. Preview the home and if it meets 90% of your
clients criteria call the listing agent. “I have a very interested and qualified buyer
that will be viewing your listing soon. The
property has been previewed and it would be to your advantage to allow us time
to place an offer.” That would also be a perfect time to send the
agent the buyer’s pre-approval or proof of funds…of course all this with your
COMMUNICATION THIS IS KEY! Stay in courteous communication with the
listing agent. I’ve seen offers rise to
the top of the list of consideration just by good communication.
- Share you client’s desires
- Reassure the agent and be proactive in everything
- If your client backs out, sincere apologies can go a long way and you
will win the respect of the listing agent.
>>> The competition can be fierce in the market but by being
prepared, ready and willing to go the extra mile good Realtors can best serve
their clients and build a strong pipeline for the future.
Author:Kerry Downs Phone: 972-400-8563 Dated: March 1st 2014 Views: 2,182 About Kerry: Kerry owned and operated a successful business in the Real Estate and home improvement industry for ...
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