As you might imagine, buying a home can be extremely stressful. For one thing, it’s an expensive investment. Plus, sometimes it’s a once-in-a-lifetime decision.
Nevertheless, it can make the buying process even more challenging for buyers. That means it’s often your job as an agent to ease their minds and lighten the mood. Here’s how to handle emotional buyers like a pro.
Solve their problems
Currently, 88% of home buyers use a real estate agent to guide them through the process. This trend has been rising since 2001, when 69% of buyers used real estate agents.
One of the reasons clients choose to work with you is because they know you can help them guide them through the buying process. Your next step is to help them put all the pieces together so that they get the property they want and need. The buyer will explain exactly what they want and need from a property, along with their financial constraints.
It’s easy for clients to get caught up in small details that weren’t their focus at the beginning. If they feel stressed, you need to help them de-stress and guide them back in the right direction. Find properties for them that offer these features, then remind your buyers what they wanted in the first place.
Integrate them into the process
Involve your clients in all phases of the home-buying process, not just the search for houses. If they sit around and wonder how the process is going without being involved, their anxieties will probably get the better of them.
Having a home inspection contingency clause in the contract will give them further peace of mind. They may feel more comfortable buying the property if they attend the inspection and know that the house has good bones.
Keeping your buyers involved is the best way to make home-buying seem less intangible. Keep them informed about meetings and events. You will both benefit from it.
Let Them Know Which Problems Are Temporary
One of the biggest financial moves a person will ever make is buying a home. Therefore, it’s no wonder so many potential buyers get caught up in the minutiae of home design when they’re checking out houses. Your clients need you to help them distinguish between temporary and major red flags.
During open houses, encourage your clients to keep a list of non-negotiable factors on hand, such as a safe location, a certain distance from work, or the number of bedrooms, so that they can save for repairs. Kitchens can be renovated, and landscaping can be redone.
You can guide your clients away from snap decisions by encouraging them to consider location, size, and condition over visual elements in home staging.
Patience is a virtue
When a home inspector finds something, you instantly know if it’s serious or not. You’ve been through the home-buying process many times. You understand what your buyers can afford, and you understand how to read contracts. Basically, even though you know everything, your home buyer may not be as knowledgeable as you.
As their agent, it’s your responsibility to calm their fears and explain everything clearly. Be patient and explain everything again if necessary.
Keep in mind that you have more training and experience than your client, and that they might be experiencing this process for the first time. Your level head – and your obvious patience – will help calm everyone down.
Honesty is key
In 2019, the National Association of Realtors Research Group found that buyers looked for honesty and trustworthiness in a real estate agent above all else.
Imagine someone comes to you with a small budget and a long list of demands. You’ll have to gently talk them down so they’ve got a better idea of what they can afford.
By being honest from the beginning, your clients will be able to approach the home search and buying process with a lot more confidence.
Managing Client Emotions
If the property and conditions are right, give your client the best advice you can to get them to the finish line.
This will ensure everyone’s satisfaction, and you’ll reach them with the right emotions – happy, assured ones.