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Sign into your account4 Keys for Working With Buyers
December 13 2012
Guest contributor Meg White of REALTOR® Mag says:
Have you ever dealt with an unreasonable buyer who seemed totally clueless about their responsibilities in the transaction? Ever gotten to the offer table only to have them say, "What do you mean, 'earnest money?'"
Ever thought it might be your fault?
According to Adorna Occhialini Carroll, broker-owner and vice president of Realty3 Carroll & Agostini in Connecticut, real estate professionals may share some of the blame in many of these cases. Whenever her agents call with a transaction problem on the buyer side, she asks them one question: "How long was your counseling session?"
Carroll relayed this to a group of students at a recent Accredited Buyer's Representative (ABR) class held at the Chicago headquarters of the National Association of REALTORS®. She and co-instructor Lynn Madison, a real estate instructor and speaker, traced almost all elements of successful buyer's representation back to a straightforward, informative, and honest buyer consultation period.
Here are some of the key points to cover over the hour or two you should spend getting buyers ready for the transaction process.