Dont let them say "I Love it". Your clients screw up all your hardwork! and could cost themselves £000's
Copyright Henry Winter.
www.homefindingasabusiness.co.uk
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You have done all the hard work.
You have spent weeks burning the shoe leather, wearing down the tyres, guzzling the fuel.
Burning the candle to give exemplary service.
You have viewed the home, sussed out all the "hot spots" to get the best deal, you have a negotiating strategy in mind to get your client the best deal.
You set their viewing up and off you go.
They go round, the minute they walk in the door they know you have done the best job possible.
And then they say: "I love it. It's perfect for us" or "We have just fallen in love with the property" or "This is it this is our next home" Urrrrrrgh.......there goes at least one negotiating strategy.
What many homesearchers do is 95% of the work well, then they forget to set the client's expectations for the viewing.
As a Homefinder you are so happy you have the right home to show the client you forget to brief the client on your strategy for securing the home for them.
And that should always include getting the best deal.
That means agreeing a strategy before they get any where near the threshold of their dream home. This advice may be common sense, but I have been on the receiving end when I first started and fell into this well meaning trap.
Their enthusiasm could cost them £'000's, and you too if you are a % of the savings made! It conveys a high probability that their interest is now hard to hide and negotiations become "seller side" and not "buyer side" and you haven't even started yet.
If you cannot negotiate the deal with your client meeting the sellers agent then tell them:
Play Poker - make sure they are neutral. They do not have to be all negative but hide their true feelings about the home.
As a Homefinder you will try and keep the sellers agent occupied with you whilst your clients have a free run round. We all know the feeling when we have guest to stay - its just like fish -after about three days they go off. Make sure your client has long enough but not so long that their interest is deep and obvious for even the blindest of estate agents to see.
I remember from my days on the other side of the fence that the potential buyer that came around fitting in their furniture the minute they walked in the door very rarely bought the house. On the other hand the buyer who took some pictures often did so limit your clients piccy taking if you can.
Avoid the rush hour. We can all be impulsive buyers. See some thing we like, splurt out "I want it" or grab it and trot off to the cash counter. When buying with your clients, unless its a contract race or some other form of pressure don't rush back with immediate feedback. Mull it over for a few days.
If you need to find out more make sure it is you the client uses as the conduit for question asking. Once they have seen a home you have found they could easily go straight to the agent and ask all the wrong questions, revealing their hand too early.
Even if thyey are "mad for it" also get them to sleep on their decision, don't rush back for an additional showing. Take it easy.
In the meantime you can do all your checking via all the house price sites and Land registry to check comparable sales.
About the Author;
Henry Winter, Author, Marketer, Adviser, Homefinding Mentor.
www.homefindingasabusiness.co.uk
Copyright Henry Winter.
www.homefindingasabusiness.co.uk
-------------------------------------------------
You have done all the hard work.
You have spent weeks burning the shoe leather, wearing down the tyres, guzzling the fuel.
Burning the candle to give exemplary service.
You have viewed the home, sussed out all the "hot spots" to get the best deal, you have a negotiating strategy in mind to get your client the best deal.
You set their viewing up and off you go.
They go round, the minute they walk in the door they know you have done the best job possible.
And then they say: "I love it. It's perfect for us" or "We have just fallen in love with the property" or "This is it this is our next home" Urrrrrrgh.......there goes at least one negotiating strategy.
What many homesearchers do is 95% of the work well, then they forget to set the client's expectations for the viewing.
As a Homefinder you are so happy you have the right home to show the client you forget to brief the client on your strategy for securing the home for them.
And that should always include getting the best deal.
That means agreeing a strategy before they get any where near the threshold of their dream home. This advice may be common sense, but I have been on the receiving end when I first started and fell into this well meaning trap.
Their enthusiasm could cost them £'000's, and you too if you are a % of the savings made! It conveys a high probability that their interest is now hard to hide and negotiations become "seller side" and not "buyer side" and you haven't even started yet.
If you cannot negotiate the deal with your client meeting the sellers agent then tell them:
Play Poker - make sure they are neutral. They do not have to be all negative but hide their true feelings about the home.
As a Homefinder you will try and keep the sellers agent occupied with you whilst your clients have a free run round. We all know the feeling when we have guest to stay - its just like fish -after about three days they go off. Make sure your client has long enough but not so long that their interest is deep and obvious for even the blindest of estate agents to see.
I remember from my days on the other side of the fence that the potential buyer that came around fitting in their furniture the minute they walked in the door very rarely bought the house. On the other hand the buyer who took some pictures often did so limit your clients piccy taking if you can.
Avoid the rush hour. We can all be impulsive buyers. See some thing we like, splurt out "I want it" or grab it and trot off to the cash counter. When buying with your clients, unless its a contract race or some other form of pressure don't rush back with immediate feedback. Mull it over for a few days.
If you need to find out more make sure it is you the client uses as the conduit for question asking. Once they have seen a home you have found they could easily go straight to the agent and ask all the wrong questions, revealing their hand too early.
Even if thyey are "mad for it" also get them to sleep on their decision, don't rush back for an additional showing. Take it easy.
In the meantime you can do all your checking via all the house price sites and Land registry to check comparable sales.
About the Author;
Henry Winter, Author, Marketer, Adviser, Homefinding Mentor.
www.homefindingasabusiness.co.uk
posted by Henry Winter at 9:42 AM
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