Every week, we ask a real estate professional for their Short List, a collection of tips and recommendations on an essential topic in real estate. This week, we talked with Bobbi Meyers, a Realtor with Coldwell Banker Buckhead, on how agents can find the perfect home for their clients.
10. Schedule a Buyers Consultation – Before taking your client out, schedule a buyers consultation. Have all decision makers attend. This meeting should be no longer than an hour and should be a meeting of the minds. Here you share with them how you work, set expectations and identify their needs and wants.
Set a schedule when you will preview. Provide them with as many resources as you can, to make them comfortable with the homebuying process. Be sure to have them sign the buyers brokerage agreement prior to leaving.
9. Be a Great Listener – Keep the focus on the client. Ask probing questions. Learn as much about them as possible, including: their lifestyle; children’s activities; shopping habits; favorite eating and hang out spots; where they like to travel; and what they do in their spare time. It’s all about the client.
If you are asked a question about your family life, by all means answer it – but, do not pull out the wallet of photos that fall to the floor. Clients are not really interested in your goals, accomplishments or dreams.
8. Be Objective – Remove your personal taste and preference from the equation. If they want to purchase that fuschia house in the cul-de-sac with shag carpeting, a disco ball and a Jacuzzi in the living room, sell it to them. Remember – what’s perfect for them may not be perfect for you.
7. Location, Location, Location – Location is KEY. Identify a property in an inclining market. Buyers like to be close to shopping, entertainment and great schools. Young couples or ones already with children, often prefer and search for homes in great school districts.. This makes the home more desirable when it’s time to selling. Do yourself a favor, keep a copy of the Atlanta Business Chronicle, Education Guide in your car. Use it as a reference when previewing. They’ll thank you when it’s time to sell.
6. Prepare, Prepare, Prepare – In today’s low inventory market, you want to stay ahead of the inventory. Set your property search on automatic. That notifies you of every change that occurs in the market you are researching. Always check availability, and map your route prior to taking them out. Be sure to preview the properties in advance. That makes you familiar of the floor plan. Make notes of the spaces that can be highlighted.
5. Minimize Your Showings – Showing too many properties at a time is overkill; it’s exhausting and confusing for the client. Prepare a showing book. Take extra pens and encourage them to take notes. On the day of your showing, arrive a few minutes early. Be sure to open the blinds, turn on the lights and set the stage.
4. Provide Full Service – Create a showing kit in your trunk. Individual bags of chips, fruit, bottled water and aspirin. That always impresses your client and shows them that you care.
3. Follow Through – Be sure to follow up with your client. I can’t tell you how many potential clients I’ve spoken to who told me about Realtors who, after committing to sending them information, never did. Keep your word! Always under promise and over deliver.
2. Take an Offer Package with You – This should contain all of your contracts, exhibits and comparables. Review them and have them sign the bottom line.
1. And remember – Always Be Closing.
Bobbi Meyers is a Realtor with Coldwell Banker Buckhead who has practiced real estate for more than 15 years. A native of St. Thomas in the U.S. Virgin Islands, Bobbi started in real estate as an investor, and then moved into sales.
With a masters in business administration from Central Michigan University, Bobbi is a top-producing agent, and is a member of the ABR Million Dollar Club.