PART THREE of THREE.
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We have discussed in the past two podcasts how and why to use your Buyer Presentation and Buyer Pre-Qualification scripts. We’ve discussed the specifics of what makes for a good buyer relationship between you and your buyer clients.
Today, we’re turning the tables on YOU, the agent or broker. When should a buyer actually fire YOU? This is all about accountability, skill, and professionalism!
Look at this list as the reasons your relationship could come into jeopardy, especially when you’re working with the most motivated and qualified buyer clients.
1 – Your buyer should fire you if you’ve lost more than 3 offers and have not changed your strategy. Clearly, you’re doing something that isn’t working. Most buyers will give up on an agent after two to three tries. They won’t always tell you, you’ll just be ghosted. Ask for help.
2 – Your buyer should fire you if they’re more motivated than you are. If they are the ones begging to see a specific new listing, versus you finding what they want and getting them in to see it asap, they are more motivated than you are. It’s not their job to do your job! Refer to our podcasts about how to find inventory in places other than the MLS.
3 – Your buyer should fire you if you are unable to answer their questions within a reasonable time frame. Analytical and amiable clients tend to have more questions and take more time. If you’re not fulfilling their information requests 2nd showing requests, information on utilities or property lines, etc, you might not be a good fit. Are they being too demanding or are you just being non-versatile or impatient?
4 – Your buyer should fire you if they feel you don’t have enough time for them. Are you actually too busy for them or are you just disorganized? If you’re a listing agent managing a lot of inventory and pendings, you can refer your buyers to a buyer partner versus over promising and under delivering to buyer clients. You can also hire a showing agent whose job it is to open the doors and get your buyers in, then you negotiate the offer. It’s not fair to motivated and qualified buyers to feel like you’re just fitting them in.
5 – Your buyer should fire you if you keep showing them properties that do NOT meet their criteria. Assuming you’ve had a drilled-down conversation with your buyers about what they ‘have to have’ versus what would just ‘be nice to have’, you should be showing them appropriate homes. The most common complaint buyers have about agents they fire is that the agent didn’t listen to their needs / didn’t show them anything that worked for them / didn’t show what they asked for.
Homework: Review your list of buyers and ask yourself if any of the situations we presented on today’s podcast apply to their relationship with you. How can you correct the course? What changes must you make to your buyer system? Should you refer some of your buyers to referral partners? Get referral forms signed and follow up!
If this is all too overwhelming to you, get help asap! Qualified and caring, Harris Certified Coaches are standing by to help you identify what skills you need to upgrade as well as what you’re doing right!
Quiz:
Please choose one answer:
1) I am ready to join EXP Realty.
2) I am interested in EXP Realty and need more info.
3) I am not interested in EXP Realty.
Key:
* If you answered “#1” congratulations. You are about to join the fastest-growing real estate company in the world. Tim and Julie Harris are inviting you to join them at EXP Realty. Text Tim directly for the next steps: 512-758-0206. (text only please)
* If you answered “#2” please watch the videos and check out the other intel on this site. http://whylibertas.com/harris .
* If you answered ‘#3’ no worries. You will want to check out whylibertas.com/harris so you can at least know what EXP Realty is and why so many agents are moving to EXP.
