You will find my recent writings at: http://www.johntenza.com
If you are a Realtor, here is some additional reading material:
Working with the Hot Buyers
You get to decide who you put inside your car.
They can’t get in without your consent.
So, that means it is up to you to decide you who work with.
Average agents and weak managers whine all day about how you have to work with everybody.
Bull.
That is a surefire road to frustration and small bank accounts.
They have to qualify to get you. You are being coached to greatness, not how to be broke and complaining like the other 70% of the real estate industry who will never wake up in time to have the kind of rewarding career that is available to agents who work smart in their business and work on themselves.
It is this simple.
Are the buyers in the freezer, on the counter, or on the stove . . . ready to cook?
Freezer Buyers look for 6 months or longer. Even if you find the perfect home, they will find some reason not to buy. Weld your car doors shut to these people.
On the Counter Buyers will eventually buy if you find them the right home. They may have just started looking, are looking for a specific property or amenities, or only want to spend so much and can’t be satisfied for that price range. After a while, all these buyers will eventually run out of time or come to understand what they can get in the market for what they want to invest.
On the Stove Buyers are Hot to Buy!
Put these people in your car every day if possible. Show them the right home in the area of their choice and they will write it up and buy it. These people are serious, motivated and qualified. They are not playing games. Find the right home and they will buy!
As you meet Buyers, ask yourself where in the kitchen are they?
Here are the 5 qualifying questions for you to quickly figure it out.
“Are you serious about finding and buying a home in the next 30 days?”
“If we find the perfect home in the next couple of weeks, what will you do?”
“Have you already arranged your financing so you can be in the best negotiating position possible?”
“Are you under contract or obligation to any other agent?”
“When are you available for us to get together?”
Learn it, say it and watch how easy it is to write better offers and enjoy more sales!
Be “Proactive” Instead of “Reactive”
Are you moving here from out of the area?
What are you looking for in your next home?
Are the weekends the best time for you to look at homesŠ?
How long have you been seriously looking?
Did you find anything you liked? What happened?
Are there any other ads you would like information on?
What kind of home are you living in now?
What is important to you in your new home?
Probe for potential problems. Create a sense of urgency.
“What will happen if you don’t find a home by ___________?
“With interest rates being so low, it may actually be to your advantage to consider buying sooner.
Create the desire for them to meet with you:
Change their focus from the ad/sign they’re calling on to their real objective: finding the “perfect home”.
Explain what special services you can offer them.
Financial information/qualifying
Access to the M.L.S.
Tour of the area
Electronic updates
“When would be the best time frame for you to be in your next home?”
Are you familiar with the information that’s put out by our Multiple Listing Service? We have data for all the properties that are listed by all the different real estate companies, so you don’t have to make lots of phone calls, and end up having lots of different Realtors calling you every day.
By learning more about the home you’re hoping to find, I won’t waste your time showing you the wrong properties and I’ll be able to let you know about new properties as soon as they come on the market.”
If I could find the home you want, in an area of your choice, and at a price you felt good about, would there be any reason why you would hesitate to buy it?”
“Would you like to know what your home is worth in today’s market?”
“May I ask, do you have a home to sell? I ask because I’m very proud of my company and the results we achieve! I’d like to show you what we can do for you!