New Agent University: Keeping Your First-Time Buyer Motivated

    Think of the home purchase process as a journey. I know, sometimes it feels like a never-ending one, but stick with me for a minute.

    On any journey, we all look for signs: city names, arrows, freeway exits, and mile markers. These signs guide us as we travel. You, as the buyer’s agent, need to be your client’s sign during the purchase process.

    Like all effective signs, you should convey clear, simple information and give it enough time for your client to provide a proper response.

    In other words, don’t put the yield sign in the middle of the merge lane. Especially at the last minute. Give your client enough time to safely pull into an adjacent lane before the big semi-truck is on top of him.

    Granted, the home purchase road is one full of potential potholes, but it’s up to you to keep your client from falling into one of them. Here are some considerations when guiding a client through a purchase.

    The First Time Buyer Series is shown above. To learn more, Click Here.

    Does the buyer have what it takes to keep going?

    While many of today’s buyers are savvy about the market (thanks to all the media attention), and assume they have the stomach for the process, it may be a whole different story when your client is knee-deep in it.

    Be honest with her about the things that may go wrong and how you will handle these issues if they come up. Don’t sugarcoat anything about the process. The last thing you want is for her to feel disillusioned after you’ve put time and effort into the deal. If she’s going to bail, then get her to bail upfront.

    Communication is critical

    Our goal as business owners is, overall, to build our businesses through repeat and referral clients. The client that refers you to her friends is one that was satisfied with your work.

    The key to client satisfaction is communication. This is never more important than when working with a nervous first-time homebuyer. Not only do you want a client for life, but you want this particular deal to come to a successful conclusion.

    Remember, you’re a signpost. Guide the client with clear communication every step of the way and she’ll get to her destination.

    This is So Exciting!

    While it’s tempting to think of yourself as keeping this buyer “on a hook,” it’s important to remember that she’s not a fish. She’s a person with hopes and dreams and the biggest of these right now is this house.

    Excitement and enthusiasm are, thankfully, contagious. Get excited. Yes, this may not be your only client, but she may be your most frightened and frustrated. If you’re excited about her new house, she will be too. And excitement is a powerful motivator.

    Keep her future-oriented. Where will she put the sofa? What color has she chosen for the living room?

    Yes, you’re a new agent and learning the ropes as you go. Focus on your client, however, and before you know it, you’ll have more of them!


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    Lisa is an accomplished marketer with years of expertise in direct response marketing, digital marketing, data analytics and business development working with both B2C and B2B.