The Altman Close by Josh Altman

Author:Josh Altman
Language: eng
Format: epub
ISBN: 9781119560128
Publisher: Wiley
Published: 2019-03-06T00:00:00+00:00

Analyzing the Buyer

Beyond an initial meet, some research on Google, some questions asked and answered, and a study of their social media profiles, what is it you think you know about your buyer?

I may know their money and enough about their needs to know (or trust my gut) what kind of property to show them first. But that doesn’t always mean THEY know their needs or what they think their needs are. Sometimes our lives change before our heads catch up. The best agents get to know the mind of the individual, what makes them tick.

If I have a new buyer, I’ll set-up 10 homes to show based on the buyer’s likes and dislikes. That requires 20 more little negotiations: I must coordinate a workable time with the listing agent as well as the buyer. Of those 10, I’ll target the obvious requests first and throw in a few wildcards later, a few dreams – the first wave.

I watch my client. He keeps saying he loves modern as he drools over Mediterranean. I make a mental note. I know a little more of where to steer this guy. At the next few listings, I dig a little deeper, learn a bit more.

I had one client who kept telling me she wanted a four-bedroom house for now. She kept saying that. A four-bedroom house “for now.” I couldn’t help but think, “What was later?” Could I find her a four-bedroom now, then down the line get her a bigger home, having her and her husband as repeat clients? Maybe.

Then my wheels kept turning. Where was her husband? He’s at work. She’s driving this bus, and it’s heading toward her wants, her needs. It seems they probably agreed on a reasonable mid-size house for their family now so as not to risk too much of their wealth.

Understandable, but I saw the signs. She was not pleased with the four-bedrooms I kept bringing her to. Did she really want that, or was she feeling confined by the agreement made with her husband? Maybe both if there were no reasonably priced five-or-more bedroom homes out there. I found one, a five-bedroom. I sent her a note, “This is your new home.” She wanted to see it immediately.

Yes, it was more expensive, but not by much. We walked through. She fell in love. Immediately she asked me how was she going to sell it to her husband. I carefully considered the question, not to disrespect either one. “Spend a little more now, no need for transition later, you’ve already arrived, so no need to upgrade down the line. That nuisance could be avoided now with a little more investment.” That was it. It was all she needed to hear, and the home was what she always wanted. The couple walked the house that night. She loved it, so he loved it. Even more, the rationale made sense to him and the price jump wasn’t ridiculous. They made an offer the next day. Done. I closed.

If

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