Q A Z Z O O . C O M


As Qazzoo reviews the results from a recent home buyer survey the second most common complaint from homebuyers was that they felt that they were not listened to by the real estate agent. “Not listened to” was a distant second to the most common complaint from home buyers, that being lack of follow-up. These simple issues are often also simple to correct and this particular complaint is no more difficult to correct than the top complaint as long as we are able to acknowledge that the problem exists and take the necessary actions to correct the situation.

© elkor 2009The agent that takes a proactive approach to the problem will also receive the greatest return from a very small investment of time and energy.

When a home buyer says that they are not listened to we can assume that what they are saying is that the agent is not taking action on the information that the home buyer has provided to the agent. This is identified in the survey with the responses to other questions that were asked of those that took part in the survey.

  1. Did the agent show you homes that fit the description of the homes that you told them you were interested in? 6 out of a possible score of 10.
  2. Did the agent provide you with information on a particular home that you had told them about? 8 out of a possible 10
  3. Did the agent show you homes that were within your stated purchase price? 3 out of a possible 10

Each of these questions received a score that could have easily been 10 out of 10 but did not.

As simple as it seems to do, the average real estate agent is unknowingly guiding the homebuyer to homes that they believe meet the home buyer’s needs instead of just asking. Many times this is because the inventory that is available does not meet the home buyer’s desires but this problem can be overcome with a couple of simple questions that open the home buyer up to other possibilities on the market.

Scenario #1

The home buyer wants to buy a home that is unrealistic in their stated price range.

The solution to this problem is to show the home buyer a foreclosure property that is within their stated price range. The reason to show them a foreclosure is that it paints a picture for the home buyer that what they want is not available even in the distressed property market. If their needs cannot be met in the distressed property market, the likelihood of finding a home that meets their requirements in the conventional resale market is not good.

trustThis presentation is the difference between someone telling us “Trust me…it isn’t out there” and “See for yourself…it isn’t out there”

This technique of communicating with a visual representation is not new; it is however rarely used. Real estate agents like most professionals have a greater knowledge of their industry than the people that they service. However, it is important that the people they service are provided visual proof and are not asked to take the word of the professional. Once the home buyer has seen the evidence that what they are asking for is not on the market they themselves will draw the conclusion that they need to increase their target purchase price, expand their geographic area of interest or modify their desires to include homes with fewer amenities.

The important thing to take from the survey and the review of the survey results is that it’s paramount that the home buyers come to the decision themselves in order to adjust their wish list and that agents can help them and make it more convincing by showing and not telling.


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