The Home Buying Process

Like with anything, buying a home is a process.  Figuring out the right process for our clients is our job.  Making sure that you use the correct, proper process for your buyers when purchasing a home will set you apart from other agents.  The information gathering process can be done formally, with a pad and pen asking a litany of questions or it can be more casual and conversational.  The conversational approach builds rapport with your buyers while gathering critical information to help you find them the perfect home.

Randy Bocook Team Logo for New Home Buyers

I cannot tell you how many times I have seen a brand new real estate agent get into a car and take buyers around looking at homes without knowing much about them and certainly not knowing their pre-qualification status.  Are you going to sell a first time, young, military couple a million dollar home?  Certainly not.  Are you going to sell a retired school teacher with an injured leg a condominium on the third floor with no elevator?  Those are obvious questions.  Go deeper.  Find out if any of their children have allergies.  How important is a great school system?  What about the status of their transportation?  Are they relying on one family car?  All of these things need to be uncovered if you are going to do your job effectively.

I take the approach that I also want to know about their finances.  Are they squared away or are they, like so many, living paycheck to paycheck?  We need to know the possible utility bills for their potential new home.  A young couple or retired couple receiving a $400 a month electric bill, could cause them to be unable to pay their mortgage payment.  I teach my team that our job is not only to find our buyers the right home, but it is also our job to make sure they don’t find the wrong home.  I can’t tell you how many times I have counseled a potential buyer with, “Mr. and Ms. Buyer, that is not the home for you, and here is why…”

If you live in a small town like I do, you are going to see these clients at the local grocery store and the annual Christmas parade.  I want to be proud that not only did I do a great job for them, but we didn’t settle on a home.  I want to make sure that they are in love with the house they are making a home, that it fits their needs, and that they can afford to live their for years to come.  The buyers typically don’t know that they are being questioned for information.  What they know is that the end result is great service and we receive wonderful referrals to future clients.

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