This is great advice to new and experienced agents alike.
When I took new agent training our instructor made us all stand and give the girl/boy scout salute and swear "I am not a tour guide" and I have held to that with every buyer.
Gas is $3.53/gallon (near me) and I cover a large geographic area. Why would I waste my time and money showing homes to people who are not qualified.
Plus, I always use one of my first client's as an example, he was sure his credit was fine and was talking to my lender. He had already chosen a home (a nice newly renovated FSBO offering a coop). When my lender started working on him he found that my buyer's identity had been compromised and there were a lot of items on his credit that weren't his and needed to be disputed. It took time but my lender knew what he was doing and it went fairly quickly. Now, he's in his home and is one of my best advocates. But, you just don't know until you have a lender check.
Qualifying the Buyer
You may call it prequalifying. Having your loan officer pull the credit report and look at the buyer’s income to see what they can qualify for before ever showing a home is important. Do you want a really easy way to move into that? Ask the buyer: Will you be paying cash or getting a mortgage? They will always say: Oh I think we just may get a mortgage this time. Then the next simple step is: we’ll need to speak with a lender to see what you can qualify for. After all they are the one who told you they would get a mortgage.
I always ask: Will you be paying cash or getting a mortgage? It makes the buyer feel important!
Having excitement as I did when you are new in the business of selling homes can become an issue if you do not ask enough questions. You really need to KNOW certain things before going too far with a potential buyer. There is no need to physically go out and show a person homes if they are not buying for six months, or if they need to clean up their credit report, of if they won’t have their money they need for closing costs and down payment. Watch here now.
There are things you need to do, and need to watch carefully however so you do not lose that buyer to another Realtor. There are so many questions to ask. Pool or no pool? Is a garage important or not? Do they prefer or require a view of city lights or mountain views?
Think about this you don’t get onto the airplane until you have a ticket! So why should you be showing a buyer a dozen homes if they are not ready to sign a contract to purchase?
If you are thinking of buying or selling an home in Maryland give me a call at 410-292-0100 or start your search here and we'll talk about the market conditions and what your home could possibly be worth in today's market place if you are thinking of selling. If you are considering buying a home, there is no better time than now to buy. The tax savings and wealth building alone is worth the plunge into todays market. Century 21 New Millennium is part of the largest nationwide relocation company and can assist with your move here in Maryland or anywhere in the United States or abroad. Ask me how.
In keeping with saluting our heroes, during 2013 I am waving flat fees for active duty military, retired military and the families of fallen military, as well as policemen, firemen and emt's. If you enter into a contract by the New Year's eve I will waive the flat fee at settlement. This is a $395 savings. If you are thinking about buying or selling a home give me a call and receive full service real estate assistance from an experienced agent. Our office is open 7 days a week and we can be reached at 410-730-8888 or I can be reached directly at 410-292-0100.
June Piper-Brandon ~ Associate Broker, CDPE, CIAS, ePro