Magazine Interview

This afternoon, Scott Seckel, Editorial Director of Personal Real Estate Investor Magazine interviewed me.
He asked me how to represent buyers during these difficult times in real estate. My answer was that you use methods that transcend market conditions.

Limit the Homes You Plan to See

I see beginners make this mistake all the time. They're eager to show their clients as many homes as possible in a day. After seeing 7 homes, the buyer is confused. She doesn't recall the details of each listing and why she prefers one over the other.

Another mistake that novices make is that they'll stick to a timetable at the expense of possibly closing a sale. A buyer will show interest in a home. He'll stand in the middle of the room and imagine what the space would look like furnished with his belongings. He'll sit on the sofa and think about what it would feel like to return to this place after a long day at work.

Rather than allow the buyer to enjoy the moment, his agent will interrupt his reverie and say something like, "Are you ready to see the next listing?" And whisk the client off.

Listen, Watch and Understand

You've got to watch your clients and realize when they are taking interest in a home. Then allow them to spend whatever amount of time they need. Don't ruin the moment because you want to adhere to the schedule of listings. This could end the chances of closing a deal.

When you limit the number of homes clients see, they can recall the details of specific listings. Don't forget to listen to your clients as they walk through a home. What are their comments? What questions do they ask? Next, observe their actions. Are they smiling? Do they look relaxed? Or are they uncomfortable?

Use your observations to determine what homes will best match their personalities.

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