8 Tips For Planning A Quality Buyer Consultation

Time never seems to be on your side when navigating through your daily real estate tasks. In an effort to be time-efficient, agents often overlook the part of their business that contributes the most to its growth. New buyer prospects are the life's blood of expanding your base and require quality time if you want them to become forever clients.

A new-buyer consultation is the time when you can sit down with a prospect to listen, learn and teach. If you can follow these tips, you will save your prospect time and money, and you will have a stronger client relationship.?

1. Establish rapport by showing that you truly care and are there to help. Offer a brief commentary about who you are and then move on to give the buyers the opportunity to talk about themselves, their needs and their wants.

2. Learn about your buyers' lifestyle and be a neighborhood specialist so you can direct them to the neighborhoods that give them the best quality of life. Use and refer your buyers to outside sources like Parkbench.com, a great source of local community insight.

3. Beyond having a buyer checklist, determine your buyers' criteria in more detail. Have a list of open-ended questions that require thoughtful responses. This is especially successful if you can send out the checklist ahead of your meeting so you can follow up in more detail during your consultation.

4. Challenge your prospects' needs if you feel they are overlooking the practical realities of owning a home. Find out if they are willing to spend the time and money it requires to properly take care of a large yard. Knowing the nuances may make them change course as to what will be best for their needs. Be prepared with recommendations for landscape companies and any other service providers.

5. Get familiar with various architectural styles and ask your prospects which best suits them. Be prepared with visuals of different styles to better guide them to the right neighborhoods.?

6. Know the inventory by going to open houses and broker tours so you will have firsthand knowledge of what you are presenting and what homes do not fit the needs of your prospects.

7. Ask your buyers if they have already arranged financing. Explain the process of getting preapproved and how loan preapproval adds strength to a purchase offer on a home. Provide information on home inspections, appraisals and the general closing process.

8. Be prepared with supportive sales data and market reports. They can help buyers narrow down the neighborhoods and price points that they wish to target.?

The home buyer consultation is the most critical step for you to establish trust and rapport with your prospects. It is essential for them because they can make informed decisions. If you follow these guidelines for a successful buyer consultation, you will earn your buyer's loyalty and referrals.

Contact GenNEXT Funding LLC for more information on how to further use this useful tool to build your business. Phone 800.773.6531 | Email [email protected]