Qualifying Your Buyers

Strangers Dropping By

A For Sale sign by an owner in a yard is an invitation to anyone to ask to see your home. There have been many instances where thieves have posed as prospective buyers to learn what might be of value in the home - or worse, how to gain access to the home while the wife is alone. People with felonies or criminal intent do not take the risk of being accompanied by a licensed real estate agent who could later be a witness against them.

Before a professional agent puts anyone in the car to see their listings, they have each buyer pre-qualified as to their needs, desires and financial capabilities.

Since you don't have this opportunity, you must be very careful about who you show your home to, and have more than one family member home during showings. Don't explain too much about how the alarm system works, or your family's work and life habits.

Overcoming Buyers' Objections

A professional agent understands that a buyer's objections show interest and are "buying signals". A buyer, however, is hesitant to voice objections directly to an owner for fear of hurting his or her feelings.

You must anticipate any objections or problem areas so that they can be overcome.

Follow-Up on Your Buyers

Most houses are not sold until the second or third visit. Buyers expect professional agents to follow up. Owners appear anxious and weaken their negotiating position when they contact a buyer. This is a situation from which you can't hide. Therefore, there is only one thing you can do. You must let the buyer know that you will be calling him/her if he/she doesn't call you. The buyer will know that your house is still unsold, but you might appear less anxious.

Be the perfect host when you call, but don't push! The buyer probably has seen many properties. Try to get the property addresses they have seen, then look at them! Many times your conversations after the initial showings will center around comparison talk!