Before scheduling showings for clients who are in the market to buy a home, it’s a good idea to meet with them and have a nice, long talk about their needs and goals regarding a home purchase. Being a good listener is a key factor to success in real estate.
If your clients feel like you truly understand their needs and are taking their desires and requests into consideration when choosing homes to show them, they may not only strike a deal but also later refer you to their friends and extended family members. Something that can help you streamline your search for homes is to ask clients to list their must-haves.
Here are things you’re likely to see on a must-have list
Acting as a buyer’s agent provides ample opportunity to meet many different kinds of people. You might say that no two buyers are exactly alike. Your job is narrow down each client’s budgeting needs, as well as what their priorities are, that will make a particular home a viable purchase option. The following list shows a few features that your clients might be looking for in a new home:
- On-street and off-street parking
- A porch or deck that is large enough for entertaining
- An in-ground swimming pool
- Public transportation nearby
- A rural setting with more than five acres of land
- Central heating and air conditioning
- A roof less than 10 years old
- Quality schools
- Updated kitchen appliances
- A master bath suite
A buyer’s desire for one or more of these features might be so strong that he or she doesn’t even want to tour a home that doesn’t include the must-haves.
How to persuade a buyer to look at a home that doesn’t include the must-haves
You might find yourself in a situation where you have a client who wants a particular feature in a home, but there are no homes in your area that fit the description. In such cases, you might be able to convince your clients to tour other homes instead, especially if you’re able to highlight another desirable feature.
For instance, you might tell your client that a particular home doesn’t have updated kitchen appliances but it does have an upscale bathroom that was recently renovated. Or, perhaps a home doesn’t have a porch but it has a lovely gazebo in the yard that is large enough to entertain guests.
Make the must-haves work for you
You’re likely to find that buyers are often willing to compromise or sacrifice one feature for another when searching for a new home. If you’re a good listener and skilled negotiator, you’ll be able to find a home that meets your clients’ needs.