Cosmic Cow Pie: Connecting the Dots

 

 How Not to Show the Wrong House to a Buyer?

Research and Ask Questions!

 

Showing the wrong house to a buyer wastes time for everyone. Knowing your buyers parameters is very important.  A good agent like Lenn Harley previews homes for her buyers. She knows what they want and can make sure the home has the amenities and condition to suit her clients.

When working with  buyers I have them make out a wish list! When you know your buyer's preferences, you can narrow down the showings.

When the buyer picks a number of houses to view, I go over each one BEFORE we go out. I research the MLS and question the listing agents if the description is vague. I let the buyers know what the houses have and do not have based on their wish list.

 Many times, houses are ruled out by this research...saving valuable time. If I see a property that seems right even though it does not fit their list, I may still tell them about it. They decide if this is one to be considered.

 

  Making appointments, on my own listings, helps me screen and prevent some of these same issues. It is nice to be able to talk to the agents and answer questions about the listing. Even though my description on the Multiple Listing Service is complete, there are a few issues that I can clear up while making appointments on my listings.

Over the years I have had agents show my listings with the following issues. 

 Yes, I've actually had all of these and more:

 

 

• The condo restricts pets and they have a dog and a cat. No, you can't sneak them in.
• The prospective buyer is 93 years old and the unit I have listed is on the top floor. There are no elevators.
• A condo with no balcony - not a good match for someone with claustrophobia.
• A penthouse unit - a bad idea for someone afraid of heights.
• The buyer is a wheel chair user. Would you at least remind them, it's split-level house?
• The family wants all bedrooms on the same level. Are you sure you want to show this Cape Cod?

Missing Information: 

• The buyers haven't put their home on the market yet because they want to wait until they find something they like but cannot purchase without a home contingency. The seller will not take a contingency.
• My listing is a co-op. The by-laws require the unit must be purchased for cash - there can be no mortgage. Surprise when the buyer asks if the monthly fee "includes the mortgage payment."
• High condo fees. The prospective buyer didn't ask before seeing the property (and his agent didn't tell, obviously). Then he asks if we can negotiate the fees down along with the price. Um...sure, right along with the property taxes.   
• The buyer wants privacy, does not want to be able to see other houses.  There are homes on both sides because it is in a development.
• Buyer wants a quiet street and the home on the beltway.
• Seller is building and needs a long settlement. Buyer needs to move in 2 weeks.

 

 And then there are the "must or must not haves":

                                  

• The fireplace must be wood burning.
• The fireplace must be gas.
• We only want a pellet stove.
• We don't want a fireplace - it's not safe.
• The basement must have a walk out.
• We only want public water and septic.
• It has to be in 'THE BEST' school district.
• It has to have a side loading garage.
• No steps
• First floor master bedroom
• Laundry on the bedroom level.
• Only show me end of group units.
• No HOA..Home Owners Association.
• Must have a swimming pool.
• Absolutely no swimming pool!

• The house must be on a main road with sidewalks and nearby neighbors.
• No, the house must be secluded, away from prying neighbors.
• No cul de sacs.
• No shared driveways.
• The townhouse kitchen has to be at the front so I don't have to schlep groceries through the house.
• We need a kitchen in the back so we can walk out on the deck.
• Must have gas heat.
• Must have oil heat.
• Must have electric heat pump.

And on and on.

You get the idea. There are so many ways that well-meaning  sellers, agents and prospective buyers can waste  time and energy. Over the years I've learned that the one best way to eliminate these issues is to make my own appointments and ask the questions up front. That way I can assure sellers that more qualified buyers will be visiting their home.

Good buyer's agents appreciate my telling them about the pros and cons of the properties and frequently when they share their buyer's need; I may have another coming on the market. Or how about we run an "ad" for your buyer on.

Showing the wrong house to a buyer wastes time for everyone. Knowing your buyers parameters is very important. A good agent like Lenn Harley previews homes for her buyers. She knows what they want and can make sure the home has the amenities and condition to suit her clients.

 

How Not to Show the Wrong House to a Buyer?

Research and Ask Questions!

 

 

 

 

 

Author of Real Estate the Rome Way

www.HomeRome.com

410-530-2400

See My Baltimore Homes for sale