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Be a bad-ass buyer's agent




Here are some techniques to elevate your buyer services to the next level. You'll save time by closing buyers faster, and they'll love you for being such a pro.

Create a process.

  • Start with a finish line. This means you have a target move-in date that you and your customer agree to pursue. This allows you the flexibility to say two things: 1) It's too early to start looking at houses, or 2) We need to find a house if we are going to get you moved by your deadline.
  • Narrow down the possibilities. Never say, “Well, why don't I do another search and see if I can find something else." By saying this you are telling your buyer that you didn't show them everything that meets their criteria and the supply of homes is endless. Clients should know that you have shown them the best homes that meet their criteria, and that anything else you look at will be a lesser property.
  • Establish expectations based on your professional experience and your buyers' criteria. Let them know how long you expect it to take to find their home. Many buyers have no idea how long the buying process should last.
  • Review the process. At the end of the day, don't just part ways. Schedule time to talk about the houses, review the buyers' questions and objections, and establish a plan to move forward.


Participate.

Help the buyer say "Yes."

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