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14 July 2016

5 Questions to Ask Potential Homebuyers to Ease the Sales Process

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The process of buying a home can be a complicated task. As a real estate agent, it’s your duty to find the best homes for sale that meet your clients’ needs. Keep the process simple and effective; always ask your homebuyers these five questions to make the sales process easier.

1. Where do they want to live?

The first thing you need to determine is where your client wants to live. Discuss the different communities and areas available, as well as any specific, desirable neighborhoods. Encourage the homebuyer to think about their future plans when deciding on a location. For example, if they are planning a family, they may want a home that is in close proximity to good schools, a safe community, and plenty of playgrounds.

2. What are you looking for in a home?

Start by determining your client’s wants and needs. Ask them to name ten things they want the home to have, with number one being the most important and ten being the least important, so you can find homes that closely suit their needs. Then use this information to explain the unique characteristics different house styles offer. This includes styles such as bi-levels, ranches, colonials, detached homes, etc. Having a wish list created can also be an excellent way to encourage potential homebuyers to make an offer. For example, if the house they’re interested in doesn’t have the third item on their wish list, but has their two top priorities, you can clearly display that as a huge selling point.

3. Does this home suit your future plans?

Once you have discussed home types, you may want to ask your questions about long-term goals. While a little one-bedroom condo may be quaint and cute, if a newlywed couple is planning to start a family soon, it may not be the best option for their future plans. Additionally, you want to ensure the home suits the homebuyers’ future financial goals, as well as their personal and work life. Discuss different features of a home that will suit any future plans, such as a home office to work in or extra bedrooms.

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4. What is your price range?

It’s time to talk money. Budgeting is the most important step in buying a home because it can determine what your clients can and cannot afford. A great place for them to start is to use a home affordability calculator. You’ll also want to make sure your clients have considered the closing costs and home maintenance fees before determining their budget. Once a final budget has been decided upon, you can help your clients find the best homes for sale that suit their needs.

5. Are your finances guaranteed?

Anyone can say they have the funds available to buy a home. As a real estate agent, time is money and you need to ensure you’re providing your services to high-quality leads. In other words, you want to make sure the potential homebuyers are actually serious about making an investment. Ask your clients if they’ve been pre-approved for a loan. Although the loan isn’t guaranteed with a pre-approval, it is something that is needed.

Purchasing a home is a major investment – maybe even the most important one. As a real estate agent, you want to set your clients on a path that will bring plenty of happiness, and hopefully, a high return on investment. Ask all of your clients these five questions, and close that sale with exceptional service, quality, and efficiency.

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