Want to close your next home sale? Of course you do. Follow this simple idea, and that upcoming transaction will find a swift conclusion in no time.
To begin with, here is a trick question:
In the home buying process, who is the most important person?
B) Real Estate Attorney
C) Real Estate Agent
If you answered “A”, you probably are, or have been a lender. “After all, if it were not for me, and my creative financing that few others know about, the buyer would still be living in an apartment for the next few years.” You could be right.
If you answered “B”, you are probably a real estate attorney. “After all, if it were not for me, no one would understand the intricate detail of the contract language, and how I can protect their interests.” You could be right.
If you answered “C”, you are probably a real estate agent. “After all, if it were not for me, my clients would have no idea what they are doing, or how to sell or buy a house. Who is going to protect them?” You could be right.
If you answered “D”… Well, I think you get the idea here, is that correct? After all, without me, the buyer, none of the above would matter.
“Listen to me! Hear what I am saying! I will give you all the information you need to help me purchase a house!”
Here is what the buyer is saying:
“Tell me why this house is the one and only house for me, precisely what I am looking for.”
“Give me reasons to believe that this community is just right for my family and me.”
“Help me understand how this house will make me feel after I move in.”
“Convince me that the price of the house is equal to the enjoyment I will receive by living here for the next 10 years.”
“Paint a picture of how much my family and I will enjoy this house.”
“Let me know what is going on every week, and in every step of the process.”
“Do not disagree with me. If I am wrong, guide me to a better answer without telling me that I am wrong and that you are right. I do not like to be told that I am wrong.”
“Do not confuse me with facts, figures, information, charts, etc. Provide me with three simple choices and I will make a simple decision. I cannot think of more than three things at a time without becoming confused.”
“Let me know that I can trust you and your company, today, tomorrow, and next year.”
“Convince me that you are the real estate expert. That is what I am paying you for. That is what I expect.”
“Introduce me to others whom you have helped buy a house. Let me feel confident about their experiences with you and your company.”
“All I ask is that you listen to me. I will tell you exactly what I want, why I want it, what I want to afford, and how I want to proceed. Can I make this any easier for you?”
See how simple this is? I think sometimes as real estate agents (i.e. sales people) we get so bogged down with training, scripts, controlling the process, and figuring out what “closing question” to ask next, that we make the home buying process more difficult than it needs to be.
Relax, stay calm, stay focused, practice, rehearse, and let the buyer guide you down the path to home ownership.
Can this be any easier?
Dennis Miller is a professional real estate agent based in Greensboro, North Carolina, and has over 20 years of management-level experience within the real estate industry. Check out his RESAAS profile ›
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by Richard Greenberg