Ask Jeffrey Horn: Identifying buyers


SELLING YOUR HOME IS SERIOUS BUSINESS!

Regularly I hear from people who have advice on how to sell homes.  I listen.

On a typical day someone will call me and ask to see a home they say they are interested in buying.  Trust me when I say that I always like to hear from people who are interested in buying homes.  I take buying and selling homes very seriously.  There is one detail that is always part of the interviewing process to understand the buyer.  That detail is THE PROPENSITY TO BUY.  With courtesy and professionalism real estate agents always get to this question. Its part of my role as a real estate agent.  When a prospective buyer will not discuss their propensity to buy it indicates low probability that a purchase will occur.  It does not mean that this person cannot buy, but if that person will not communicate reliable verifiable facts through documents the buyer can provide about their ability to purchase the agent should ask, why?  That person is not ready to buy for any number of reasons. When I ask for documentation it is only real estate purchase related.  A PRE-APPROVAL LETTER only shows financial ability in a real estate transaction; the pre-approval letter is not unlimited access to the buyer's personal finances.  I sincerely understand the sense of caution one feels in purchasing a home.  The buyer wants to make the right decision.  Buyers should know what they can afford and be able to communicate this. To make the buyer comfortable please note that a good real estate agent will recommend the buyer have an attorney represent them.  The purchase has to be in writing and signed by both the buyer and seller and immediately reviewed by both buyer and seller attorneys.  The buyer who does not want to reveal information can always wait for an open house.  And furthermore, on the subject of open houses please note that many Realtors agree that less than 1 out of 50 persons attending an open house actually buy the home shown by open house. 

In summary, not providing information reveals either lack of trust or lack of ability.  Talk to me at (518)465-8091 if you have questions about this.

Thinking about this scenario here are two possibilities. . .

COMMUNICATING TO THE SELLER REGARDING  THE PERSON WHO DOESN'T BUY

Hello Mr and Mrs Seller. Someone who you do not know wants to see your home.  They will not provide any information regarding their ability to purchase your home.   Here the buyer has immediately raised the issue of trust and the question of ability.  Maybe the buyer doesn't trust the agent.  Maybe there is reason to not trust the, "Buyer."  Furthermore, no person selling their home wants unnecessary interruptions in their daily life.

COMMUNICATING TO THE SELLER REGARDING THE PERSON WHO HAS THE ABILITY TO BUY

Hello Mr and Mrs Seller.  Someone with reliable verified information showing they have the ability to buy your home would like to see your home.  Here the buyer has communicated serious consideration to buy. It is not a commitment to purchasing which is perfectly fine and acceptable.  It does enable the seller to be at ease.  It is a courteous and professional communication.  Of course, there is no guarantee that the buyer will buy. This is an integral part of the process in the buying and selling homes. 

Verification is required in real estate transactions.  IN GOD WE TRUST, all others need proof!

If you are selling or buying a home call or text me, JEFFREY HORN today at (518)465-8091. I will help you through this sales process. Jeffrey.Horn@ColdwellBankerPrime.com

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Jeffrey Horn

Jeffrey Horn

Licensed Real Estate Salesperson
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