Coaching Corner: Bringing your best to buyers
By Marilou Butcher Roth, Master Coach
Today I would like to revisit something we haven’t chatted about in a while -- buyer consultations. Now, you may very well have this important aspect under control...or maybe not. Either way, let’s take a bit of time to explore where you are, and if there is anything you want to change.
Let’s first go those of you who are not currently conducting these regularly. Why not? Some of the reasons I have heard over the years are “I don’t have the time” or “I don’t want to pressure the client.” Perhaps you plain do not know what to say during this consultation.
During the course of your career, you will be representing countless clients, all with varying degrees of experience in buying a property. Your first job is to determine what level of consultation is required. If you have someone that has bought and sold countless homes, you may need to just refresh the process with them, including current market trends and conditions, as well as any updated forms. Individualizing the consultation is key!
This is a perfect time to put your consumer hat on and ask yourself, if you were the client, what would you expect from your REALTOR. This may help you get started. As you are evaluating each individual client, what questions might help you? You know the basics -- determine how far they are in the process, their motivation, etc. Beyond that, use the tool of curiosity for more information. Listen to what they tell you and pay attention. They will give you the clues you need to best assist them in their process.
As you move forward, determine how you want to conduct this consultation. With our current situation, you may want to use Zoom or a similar platform to virtually meet with them. Always ask yourself “how can I be of most service to THIS client right now.”
Some topics I would suggest are: Consumer Guide (required), any forms they will be using, the showing process, how negotiating works and what guidance you provide, current market trends and how it impacts (multiple offers, etc.), disclosures, the inspection process (during and after), the appraisal process, title insurance and closing. Clearly, I am just hitting the highlights, and again, each client’s needs will be different, and that is why that initial conversation is so valuable. Here’s a cool thing -- if you look at and use your purchase contract, it will give you the majority of your talking points!
Some of you may be saying, yeah, yeah, I know this already. Fantastic!! It never hurts to look at what you are currently doing and see if there is anything you might do to enhance the experience for your clients -- they deserve your very best!
Marilou Butcher Roth is the owner of The MBR Group, a coaching and training company working primarily with REALTORS who have a desire to work and live from a more inspired place. She is also the Broker/Owner of Group REALTORS in Cincinnati. Marilou is a member of the Ohio REALTORS Board of Directors and past chairman of the organization’s Communications Committee. Feel free to contact Marilou to see if coaching is right for you.
