Don't Skip this Critical Step with your Clients

Going into this spring market, it's more important than ever to do a buyer consultation with every single buyer you're working with or will work with. 

Buyer consultations not only inform your buyers on how the home-buying process works, but they also allow you to set clear and realistic expectations. So many agents overlook this opportunity to coach clients and then quickly become frustrated with their buyers for not understanding the market. Here are some tips for conducting a productive, successful buyer consultation.

1. Know your stuff. Research the area they're interested in and know what's available for inventory. This will help you have realistic conversations with your buyers.

2. Take your time explaining each step of the process and ask if they have questions. Every part of the buyer's journey is important and carries its own set of challenges. Mitigate issues early by explaining best practices and setting expectations on day one, especially around multiple offers and changing interest rates. 

3. Be excited for your clients. Whether this is their first home purchase or their 100th, bring energy and excitement to the meeting. 

4. Remember the 80/20 rule. When you ask questions, remember to let your clients talk 80% of the time. Ask follow-up questions like, "Tell me more about that" or "What does that look like for you".

5. Take notes. When you're working with multiple clients, it's easy to confuse who's who. Take notes and enter those notes into your CRM for that client. 

6. Follow up and follow through. Don't be a lazy agent. If you say you're going to do something for your buyers in the consultation, do it before you move on to your next thing. Your follow-up will determine whether or not they will continue to work with you or move forward with a different agent.

Another question I often get is, "What should I bring to the meeting?" Here's my list-

1. A buyer folder containing a buyer guide, bio page, business card, and any other useful information for each decision maker.

2. A bottle of water for everyone.

3. A notebook to take handwritten notes (writing helps you remember items).

4. If young children are attending the meeting, have coloring books or toys to keep them entertained.

5. Market knowledge of where they are looking to purchase. 

I would love to help create a plan for buyer consultations that make sense for your business.