In a "business engagement", what should real estate agents and buyers know before taking their relationship to the next phase? Here is a simple way look at it.  

For Agents 

Although buyers have access to a ton of information, they might not know enough; this might be their first time. They count on us for knowing everything that will lead them to you carrying them over the threshold. Okay maybe not, some of my clients are bigger than I am.

1. Ask a lot of questions. Pre-qualify for financial ability and motivation. Can they buy? Will they buy with you? When? What do they know already? What exactly do they want in a home?

2. Know your stuff. Know as much as possible about the buying process. You'll be asked about procedure, financing, locations and construction, to name a few. 

3. Be sensitive to your clients wants and needs. Just because you know "your stuff", know that every client is different and might have different hot buttons -price, size, location, kitchens, proximity to town, schools, etc. Ask them early what they want and ask again. Sometimes things change like in any relationship, right?

4. Be a professional. Always be: on time, courteous, eloquent, understanding, assertive, clear, informative, dressed appropriately, focused on them. Most importantly, be aware of key buying signals; recognize when they are ready and when they are not.

5. Ask for the order. Don't be afraid to ask the client to put an offer together. You've coached them, they've followed your advice and they've shown interest. Consummate the relationship.

6. Follow through. Stay the course, not just through the transaction but after you open the door, hand them the keys and welcome them to their new house. Keep the relationship alive long after closing.

For Buyers

1. Ask a lot of questions. Interview your agent, ask them how they operate. This is probably the largest expense / biggest investment you'll ever make. Can I trust this agent? What and who do you need to know before you buy a home? How do I do this? How long will it take? There is so much to know and so much room for error.

2. Understand your agent is a professional. If you interviewed your agent wisely, great! You will know they are a professional from the start! This is a two way street where you have more room in your lane and your agent should be on the straight and narrow. Respect their reasons for working with you, it is their livelihood.

3. Be clear and honest with your agent. Make your wants and needs known. Be realistic in what you are looking for. Be ready to be coached in the process.

4. Be ready to "seal the deal" with your agent. You're not out looking at homes just for the fun of it, be brave (guided by your agent). Conduct your due diligence. Write the offer. 

5. Give your agent feedback, good and bad. This will help him continue good business practice, improve what needs improving and even help those you refer to him. Always stay in touch after closing, you might have after closing needs. Don't assume your agent will disappear.

Simple enough? Agents and clients, feel free to add your thoughts. As a professional, I'm open to new ideas. 

Have a great week!

Marvin