You may have a proven method for selling to new homebuyers, but working with seasoned buyers requires special tactics.
Since these buyers in real estate have experience in the industry, you must be on top of your game, showing that you understand the real estate market. You aren’t the first agent they’ve encountered, so you’ll need unique ways to stand out with experienced real estate buyers.
How to work with experienced buyers in real estate
There’s a science behind working with experienced buyers, including how to show a home and talk to them.
Experienced buyers already know the buying process and will have different needs from first-time buyers. Here are some best practices you can incorporate when working with experienced buyers:
Listen
A seasoned property buyer will already be familiar with the basics of buying a home, so you don’t need to over-explain the process.
Instead, listen to clients’ concerns and consider ways to meet their needs. Feel free to jot down information in a notepad during initial consultations.
Be knowledgeable
Be sure to research current market trends and be knowledgeable about the neighborhood where you are selling.
Becoming well-versed in your area’s local schools, public transportation, neighborhood characteristics, and even tax laws is beneficial. Experienced or not, a real estate buyer will be more likely to trust you if you establish your authority in this way.
Check-in consistently
If you’re wondering how to impress clients in real estate, consistently checking in with them is a good start. Always monitor your calls and messages and answer present and potential clients quickly.
Letting them know you are available and that you value their time will help you close more deals and get you more referrals.
Questions to ask experienced clients
There are certain real estate questions to ask clients who have bought homes before that will give them clarity while showing your expertise.
You can bring along a buyer consultation checklist with important questions to ask when meeting with these clients to gain insight and information.
Here are some sample questions to include:
What are you comfortable spending for a home?
If you aren’t forthcoming with a home’s price or the buyer doesn’t ask, a buyer may fall in love with a home that’s out of their price range.
Discuss the client’s budget, and ask them if they would consider paying more if additional options were added to the home, such as a pool or a finished basement.
What are your deal breakers?
To narrow down options for clients and start the decision-making process, find out what are deal breakers for them. Some clients may see a garage as a necessity, while others seek a certain number of bedrooms or bathrooms.
Where would you like your home to be located?
Preferences vary from client to client, but the location is usually one of the most important home buying factors. Determining their preferences, like if they would rather live in a highly populated area or an area with lots of property, can help you customize their home buying experience, which experienced buyers will appreciate.
Emphasize your expertise with real estate photography
If you want to show clients that you are the real deal in real estate, you can use Virtuance’s professional real estate photography services.
Putting your best foot forward with experienced clients includes using high-quality real estate photos and videos for listings. Our drone imagery and marketing enhancements are the perfect way to grab the attention of experienced buyers looking for something new!
FAQ
Experienced clients have previously worked with real estate agents, so you can impress them by being unique and knowledgeable.
Use innovative strategies that give you an edge over other real estate professionals, such as giving out swag or hosting a webinar.
Take the time to show that you care about them by listening to their needs and being available for any questions.
Experienced home buyers are different from first-time buyers because they’ve been through the process before.
They don’t need as many explanations and will most likely have more deal breakers than first-time buyers.
