Building Buyer Loyalty

Do you have an initial meeting with your buyer prospects?

If you are like most of us, you probably don’t.
  • You might think that it’s a waste of time.
  • You might think that it would be nice, but no one else does so you’ll never get a buyer to do it.

So why should you have an initial meeting with your buyers prospects?

#1. You want to get to know them.

#2. You want the prospects to get to know you.

#3. You want to find our what they are looking for in their next home.

#4. You want to make sure they can qualify for a loan.

#5. You want to decide if you want to work with them. Yeah, you should be empowered to make that critical decision.  Most agents just work with anyone who comes along....and then wonder why the prospect isn't buying a home.

These sound great, but here comes the main reason:

#6. If you want to work with them, you need to get them to sign an Exclusive Buyer Employment Agreement (or contract).

If you are like most agents when they are exposed to this concept your immediate reaction to this is: “Wait a minute, not only do you want me to meet with buyer prospects before showing them houses when no one else does it, but now you are saying have the buyers sign a contract, too.  I’ll never get to work with any buyers if I try that!  They will all work with someone who runs to show them a house and who won't require a contract.”

I understand how you feel.  But think of it this way:  You get a signed contract when you work with sellers, don’t you?  Why?  Because you don’t want to do all that work and spend a lot of money and then not make the sale.  That’s the same reason you should do it with buyers! 

If you approach buyers completely prepared and with confidence, the buyers will agree to sign and you’ll have a better chance of getting to closing with these buyers.

 

The author of this article is Linda Grissette.  Some of you may remember her as Linda Grayson.  Linda is a Broker-Associate with River City Real Estate.  She is also the company trainer.  Learn more about how River City Real Estate can help you make more money...even in today's market...browse through this site.

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