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BUYERS DUMPING YOU? Use This Little Checklist and LOSE LESS!

Good Morning, All!

I've read a few posts, and also spoken to several less-seasoned agents in my office here in Chicago, that they are becoming frustrated with buyers who make them cart their families around, and then dump them - with nary a deal!

Over the years, our Team has developed a little seven-point checklist to prevent this from happening - or, at a minimum, reduce the instances of its occurrence.

If you like this, paste this on your wall.  If you have further thoughts, comments, suggestions, or additions, please share!

1.  ALWAYS CITO Buyer Clients (CITO means "Come Into The Office.")  Never show a bunch of houses without first starting out on YOUR OWN playing field.

2.  Show prospective buyers as much as you can ONLINE, in REAL TIME.

3.  Have the buyers pick out their TOP FIVE from what they have selected from your online session with them.

4.  ALWAYS require buyers to sign an EXCLUSIVE BUYERS AGENCY AGREEMENT.

5.  Show the houses in the BUYER'S PRIORITY ORDER - to increase the chances they will find the house they are likely to fall in love with FIRST.  (Buyers will still want to compare with other selected houses, but this "first selection" will serve as a proper reference point for the others that follow).

6.  Always check feedback IMMEDIATELY on each house you show - "Would you buy this one AT ANY PRICE?"

7.  Always trial close for writing an offer each day - subtly, of course - "Is there anything we have seen today you might want to put an offer together on?"

The objective here - show fewer houses, respect everyone's time, including your own - and maximize FOCUS on FINDING A HOUSE, not simply SHOPPING AROUND.

These work well for our Team here in Chicago.  To further discuss, let me know, and I will put you in contact with our Buyer's Specialist, Kathleen Weaver-Zech.  She's an ACE!

Let's hear from you!

DEAN & DEAN'S TEAM CHICAGO

Comment balloon 6 commentsDean Moss • July 22 2008 10:06AM
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