Establish buyers' priorities before meeting with them

This is the second of a two-part series with Claudia Wicks, discussing questions to ask buyers and sellers before the initial presentation.

Asking buyers some targeted questions helps REALTORS® better serve their clients, according to Claudia Wicks, a REALTOR® and CEO of Real Estate Base Camp consulting in Seattle.

“Many clients may already feel like they ‘know’ you through your website, blog or another form of social media,” Wicks, the author of Make the Move, said. “If you’re using the Internet wisely, it can reduce the time spent establishing trust and rapport. You still need to take some time to ask some specific questions so you know what they’re looking for and if they’re serious. Many agents want to speak with them by phone; many Internet consumers want to communicate by e-mail or text. You don’t want them to feel like they’re being interrogated. You need to communicate with them in the way they are most comfortable.”

Buyers are more prepared in today’s market because according to NAR, more than 90 percent begin their search online. Before meeting with buyers, Wicks suggests asking them these questions to establish their priorities:

• What type of home are you looking for? Are they looking for a modern home or a fixer-upper? Do they want a two-story or do they need a ranch?
• What is your price range? This often helps you determine whether they have a realistic idea of what’s on the market now.
• What areas are you interested in living in? Are they interested in specific school districts or do they want to be close to their office?
• Have you been looking online and how long have you been looking? You’ll know from the answer whether they’re serious or they’ve just started their search.
• Have you seen something you liked? You’ll be able to search for other homes that match ones that meet their preferences.
• What did you like about that home? For example, if it’s the large kitchen then you’ll be able to show them other homes that meet that criteria.
• How many people will be living in your home? Should we include them in the showing? Do they have children or an in-law living with them? That may give you some idea of the type of floor plan they’re looking for. If only two people will be living there and they’re looking for a four-bedroom house, they may be looking for a home office.
• Have you been working with another agent? In Pennsylvania, buyers can sign an exclusive or non-exclusive agreement with a broker. It helps if you know what the situation is before investing too much time.
• Have you selected your method of financing? This gives you an idea of whether they have been pre-approved and for how much.
• What made you decide to buy now? Is there going to be some change in their life, an expected child, divorce and/or change of job.