You may think you know how to talk to buyer leads, but today’s market offers different challenges. Avoid these three things in your first contact with today’s buyer, real estate broker and coach Jeff Glover advises.
If you’ve been doing this for as long as I have, then I know you’ve heard all the common things to make sure of before working with a buyer. Things such as making sure they have a preapproval, will meet you at your office for a buyer consultation, or making sure you aren’t wasting your time by finding out if they have an agent.
It seems like since Day One in the business we have been told these three rules time and time again. I am here to tell you times have changed in the way buyers respond to these three requests, and therefore, in our 400-plus buyer transactions annually, we are skipping these three on the first call:
1. Asking if they’re preapproved
We don’t do this on the first call because there’s no need to be tough with someone you’re trying to convert. You can always get this information on the second call with them. Instead, ask them who their lender is and/or what bank they’re working with. That’ll tell you all you need to know without turning them off.
Once you meet them, let them know they need a photo or PDF of their preapproval if they fall in love with something today, because you can’t submit an offer without it.
2. Asking if they’re working with an agent
There is no value in asking this in your initial…
