Blog
Helping Today’s Buyer Buy Today
As I write this today I am in Indian Wells, California where I have just finished a two day training session for Ray Jackson’s sales team at Toscana, a beautiful high end community in the desert near Palm Springs. Check out the website of this beautiful oasis at http://www.Toscana.com.
As I do training in different parts of the country, there are obviously differences as each market is unique. As I have shared before, there is no national real estate market, just as there is no national weather forecast. All weather forecasts are local, and all real estate markets are local.
Remember this in dealing with your buyers. I began yesterday’s session by asking, “How is the real estate market?” Depending on the sum total of what part of the country your buyer is from, which newspaper articles he has read, or TV reports he has seen, the buyer has a preconceived belief of the status of values of the market, and in all likelihood projects that belief system to your market as well.
As I shared with the Toscana team, it is imperative that you MANAGE THE EXPECTATIONS of your buyers by educating them on your local market in advance of showing them property. Otherwise, you may find yourself with a ready, willing, and able buyer who loves your community, finds a home they love, and them makes a low ball offer 35% off the asking price, and no purchase is consummated because you didn’t educate the buyer and counsel him to make a realistic offer.
By saying something along the lines of the following may help:
“Bill and Sally, if Toscana fits what you are looking for, your timing is perfect! Based on what you have shared with me on what you are looking for, I have several really nice homes to show you. The great thing about these homes is that they have realistic owners who understand the realities of the current real estate market, and they have already taken their 30-35% price adjustment and are priced to the market. These homes are a tremendous value and will sell for list price or very close to it.”
In addition, print out sales made in your community the last year or so that have sold for list or very close to list, and share with your buyers to validate that you are giving them accurate information.
I spent the better part of yesterday sharing with the Toscana team a myriad of other things that you must do to give your buyer the confidence in this market to first of all, make a buying decision, and then to make an offer close enough to list that you can make a sale! We don’t have the room here to go into that much detail, but I am confident the one idea shared above will make a tremendous difference for you.
Give me a call or email if I can be of help in any way, and if you would like for me to come do some training with your team. Let’s all have a great fall!
Posted on 10/06 at 12:53 PM
 |
 |
 |