Some house hunters know what they’re looking for in their next home and have a good understanding of what they will or won’t compromise on in their home search. Others may need a little guidance. Here are a few tactics to try with buyers who have wish lists too broad or too narrow to help you.
Case 1: The “I know EXACTLY what I want” homebuyer.
It’s great to have a buyer that knows what he or she wants and can clearly communicate those expectations. But, what if the client’s expectations are unrealistic—especially in a competitive market? Sometimes, a little careful questioning can reveal there’s hidden wiggle room behind that list of must-haves. Check out the scenarios that follow and see if any of them sound familiar.
Does he really need a basement, or is he looking for storage space, a rec room, root cellar, home gym, recording studio or playroom? If that space doesn’t have to be a basement, that might open up your options.
Case 2: The “I’ll know it when I see it” homebuyer.
At the other end of the spectrum, you may have a buyer who can give you a price point and minimum bed/bath count, but not much else in terms of direction. Again, the right questions could help you home in on the most likely listings to please. Here are a few ideas to help you dig a little deeper.
Some buyers may not care whether they live in a ranch or multi-story home. Others—especially those with mobility issues or an interest in aging in place—might have a strong opinion.
Once you’ve got a good handle on your clients’ needs and preferences, don’t hesitate to contact our New Home Specialists. They know all about the Richmond American communities and floor plans in your area and can email you a list of properties that match your clients’ expectations! Call toll-free: 888.500.7060.