As a real estate agent, it is part of your responsibility to spend more time educating and holding the hands of difficult home buyers. Of course, it does not mean you will not have an enjoyable transaction process. Most of the time, real estate agents encounter these challenges due to their clients’ expectations. In most cases, difficult home buyers are being challenging as far as budget vs. expectation. A good agent should have the ability to point out all the positive things to help show their clients how challenges are only temporary roadblocks, and not deal breakers.
When Clients Cannot Visualize…
Some property buyers will be unwilling to see the possibilities in potential homes. Those individuals may possess a picture-perfect idea of how a house should look like. In some cases, those ideas may not be feasible when you take into account how sellers are staging their homes. If you work with buyers who cannot see the possibilities, then your back may be driven up against a wall.
To offset this difficulty, you can consider conducting a pre-game meeting before visiting any homes with your clients. During the meeting, take the opportunity to discuss how to look at a home; seeing past backsplashes, bad paint jobs, or personal photos they may not like.
Next, open up the topic of understanding the importance of space and possibilities. This way, your clients can get a rough idea of whether they are more willing to repaint or looking to purchase something turn-key; give up a great yard to build an extra bathroom or put in new flooring.
Determine what their deal breakers are, and then give them a head start in contemplating what they are willing to mold with and bend as far as buying a home. When you employ this useful strategy, you will be able to market a property to a difficult home buyer with greater ease.
When Clients Only Want to “Talk” about Offers…
You know you are handling a non-committal buyer when they are constantly talking about offers, and not making them. These individuals tend to create a tough situation for agents, and put them at risk with other real estate agents, in terms of reputation.
How do you overcome this type of setback? A practical thing to do is to inform your clients to put their money where their mouth is in a non-confrontational manner. You should make it clear that you only consider offers written in black and white when working out a deal with them. Be polite and educational, but be all about business. Avoid entertaining drawn out and lengthy verbal conversations about properties.
When Clients Try to Low-Ball You…
There are buyers out there that attempt to write up various offers to low-ball a potential seller on a property. Don’t be surprised if you run into such people. This is why the housing market has a discount depot culture. When you notice a client starting to make multiple offers, you need to make the effort to educate them. Help them understand the value of a property so that you can slow down the arrival of multiple offers on part of the buyer.
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