It sometimes can be difficult to get our new customers and clients to open up to us and tell us their real motivations and desires when it comes to buying houses. They may have been warned by their friends and relatives to keep their cards held close to their vest, in case their Agent tries to sell them something. (Um, excuse me, but isn’t buying a house the goal?) Maybe they have had a bad past experience with Real Estate. Perhaps they are just the kind of people who don’t want to discuss their “business” with anyone at all.
The more we know about our Client’s true situation, the better we can serve their needs. We need to know about family members and who will be living in the house. We need to know about pets and their special needs. We need to know about budget and financing. What kind of financing will be used? (Yes, we do need a pre-approval letter…) Where will the down payment and closing costs come from? We need to know a general timeframe. What kind of work are Buyers interested in doing to a home, or does it need to be move-in ready? All these things and more are vital to a successful Real Estate relationship and transaction.
Not being “on the same page” will probably hinder your chances of success. We once had a couple who were from out-of-town and buying a home. We all looked and looked at house after house. Sometimes we would show one to the Husband and he would love it, but no decision. We would find another seemingly perfect home and go see it with the Wife, but still no decision. Everyone was ready to give up. Actually, we did give up. I called the Buyers and told them we were having such trouble that maybe they were not ready to buy a home yet. Since we kept finding houses that fit their described criteria, yet didn’t make them happy enough to make an offer, perhaps they needed more time to decide together what was truly important to them in a home before we looked at any more. In essence, we fired a client.
It turns out, that was exactly what we needed to do! They took the weekend to discuss between themselves what they really, truly, needed and wanted their new home to have. They called us the next week to let us know that they had finally come to know what the perfect home for them should be. They had been to an Open House at a home they loved, and now that they finally were “on the same page”, would we please help them make an offer? We did, and we were able to help them purchase the house they still love today.
Not only does a couple need to be “on the same page”, but if there are any other decision makers, (i.e. Parents, children, attorneys, etc) they all need to be involved in the process as well. Then those wants, desires and requirements should be shared with the Agent so those things can be coordinated with the lender and parameters of the properties to be considered. If we don’t know your limitations and your desires, how on Earth can we as your Agents make the process go smoothly and satisfactorily?
If you have a good REALTOR® working on your behalf, you should be sharing this information with them. If you don’t feel comfortable sharing these things with your Agent, you haven’t
found the right one! Find one you can trust, and make sure you are all “on the same page”.