An Agents Guide to Helping Clients

(Part 2)

I prefer to go on multiple home tours. Even when my potential client has not obtained their per- approval letter yet I have taken them on one multiple home tour. This is where a lot of listing agents tries to pressure their potential clients in to signing a form which locks them into only using them as their broker or agent. Personally, I haven’t used these forms. We are in a profession where people sometimes view us a used cars salesman. I want my clients to trust me and therefore I show them that I trust them. It may have cost me a few commissions in the past but it also has gotten me nice referrals from clients. However, I ask them for their word that if they did on any home, I show them that they used me as their broker.  At this point I have already met with the client and we have discussed or goal and I have instructed them to obtain their per-approval letter, but enough time hasn’t past whereas they have them. Hard hits do affect the credit score so sometime the clients will seek the pre-qualification letters first then compare them and ask only the lender they intend to use for the pre-approval letter.

As I am with them, we discuss what services I provide and the steps I’ll be taking while servicing them. Many times, when a new client has purchased a home in the past, I explain how the regulations have changed and explain that some thing may be old hat to them but that I intend to give them the best service possible and will not take for granted that another agent has done likewise. If they force their knowledge of past purchases into the conversation I let them. I wait for them to finish and then ask them a technical question which they can’t answer. They usually calm down and relax knowing they’re in safe hands.

Wen meeting with them to show them the homes print out the information on each home to give them. They can read the flyers at home in their leisure. This also allows them to discuss private concerns with out you overhearing their conversation. They will most like talk freely concerning their likes and dislikes while going through the homes and this is valuable information to be used to help your clients. When the client shows interest in a property then I do more research on the property to share with my clients added information concerning the home. We discuss the procedures we will be taking and I offer advice to help prepare them for the journey.

• Provide them with little tips on how to submit a strong offer
• Explain to them what will be expected of them and when

Be careful not to over complicate things by giving them more information than they can digest at the time.

Once you have located a property your client is going to bid on pull your own comps. I do not do all these things upfront because if my clients don’t show an interest then I’ve waisted time needlessly. If after reviewing the comps with them they still wish to proceed I go to the location during various time of the day and differ days of the week. I advise them to do likewise. I ask them to walk the neighborhood and speak with the people of the neighborhood. As they are doing this, I prepare the Comparative Market Analysis for them.

During the showing phase I have listened and watched my clients to be more apt to hear what they may not be comfortable saying. These last steps will help them build trust in you for you are showing you have their best interest at heart. People appreciate that I do not look for a house for them, I search for their new homes. As you show the property look for things you can point out to them that will be noted in your walk-through inspect report. Besure to let your client know that you are willing to help them throughout this process and are available to them to answer any concerns they may have. If you do not know the answer, do not make one up or wing it. Tell them you don’t know but will do the needed research to find out.

Note: Images on this blog site are from a free source or taken by the author. No image or group of photos is intended to represent the people the author serves. The author does not care about Race (that is a politically correct term that he does not like because we are all of the same Race, the Human Race. He prefers the term ethnicity, color, religion, sex, gender, marital status, disability, genetic information, national origin, source of income, Veteran or military status, ancestry, citizenship, primary language or immigration status.) He is a service provider for all people. We will all rise together when we band together and help one another. Joseph Erwin is a Real Estate Broker, DRE # O2131799, and a CA general contractor # B 696662. He’s a member of the CRMLS and The East Valley Association of Realtors located in the Inland Empire region of Southern California.