BUYERS DUMPING YOU? Use This Little Checklist and LOSE LESS!

By
Real Estate Agent with Dean's Team - Keller Williams Realty Partners Chicago IL

Good Morning, All!

I've read a few posts, and also spoken to several less-seasoned agents in my office here in Chicago, that they are becoming frustrated with buyers who make them cart their families around, and then dump them - with nary a deal!

Over the years, our Team has developed a little seven-point checklist to prevent this from happening - or, at a minimum, reduce the instances of its occurrence.

If you like this, paste this on your wall.  If you have further thoughts, comments, suggestions, or additions, please share!

1.  ALWAYS CITO Buyer Clients (CITO means "Come Into The Office.")  Never show a bunch of houses without first starting out on YOUR OWN playing field.

2.  Show prospective buyers as much as you can ONLINE, in REAL TIME.

3.  Have the buyers pick out their TOP FIVE from what they have selected from your online session with them.

4.  ALWAYS require buyers to sign an EXCLUSIVE BUYERS AGENCY AGREEMENT.

5.  Show the houses in the BUYER'S PRIORITY ORDER - to increase the chances they will find the house they are likely to fall in love with FIRST.  (Buyers will still want to compare with other selected houses, but this "first selection" will serve as a proper reference point for the others that follow).

6.  Always check feedback IMMEDIATELY on each house you show - "Would you buy this one AT ANY PRICE?"

7.  Always trial close for writing an offer each day - subtly, of course - "Is there anything we have seen today you might want to put an offer together on?"

The objective here - show fewer houses, respect everyone's time, including your own - and maximize FOCUS on FINDING A HOUSE, not simply SHOPPING AROUND.

These work well for our Team here in Chicago.  To further discuss, let me know, and I will put you in contact with our Buyer's Specialist, Kathleen Weaver-Zech.  She's an ACE!

Let's hear from you!

DEAN & DEAN'S TEAM CHICAGO

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Tags:
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Comments 6 New Comment

Rainer
20,382
Miriam Martir
Keller Williams

Great post. May I, with your permission, pass this along to my office?

This is stuff we could all benefit from. Thanks

July 22, 2008 10:21 AM
Rainer
178,990
Erik Hitzelberger
Louisville - Middletown Real Estate
RE/MAX Alliance - Louisville REALTOR-Luxury Homes

Dean - this is a solid approach.  I need to think about how to incorporate it more as my office is 10-30 miles from the primary area that I serve.  That being said, minimizing the number of trips through the county would be a benefit. 

July 22, 2008 10:28 AM
Rainer
105,417
Teresa Harris
Denver . Lake Norman . Charlotte
Lake Real Estate, LLC

Dean, This all sounds good, thanks for sharing your Teams seven point check list. With the price of gasoline who can afford just "window shopping"! Take care!!

July 22, 2008 10:55 AM
Rainmaker
362,833
Dean Moss
Dean's Team Chicago IL Real Estate Team
Dean's Team - Keller Williams Realty Partners Chicago IL

Miriam et al -

Thanks for all your comments!

Of course, please share with those you work with.  Also, share with us your further thoughts and ideas here.

Thanks again!

DEAN & DEAN'S TEAM CHICAGO

July 22, 2008 02:43 PM
Rainmaker
199,980
Mike Jackson
Realtor - Certified Distressed Property Expert
Realty World Estates

This will definetly minimize the looky loos and prospects that are not committed to working with only you.

July 22, 2008 03:17 PM
Rainmaker
362,833

Dean Moss

Dean's Team Chicago IL Real Estate Team
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