Finding ways to engage buyers (strangers) about the benefits of a buyers agent?

[Jessica Bigger]

I showed some buyers a house this weekend.  They called off of a floor call.  I built rapport with them, however they have been looking for the right home for a while, are not working with any agents and don't want any help searching for property because they keep up with the public MLS.  At this point they don't really understand the benefits of hiring a buyers agent to work in their best interest, rather than eventually make an offer with the listing agent.  And you can tell they don't trust very easily.

At this point it's about engaging the potential client in a conversation.  Usually my colleague will convince the buyers to go back to his office to see what other properties might fit their criteria.  Then he's able to have a conversation about the buying process and the benefits of hiring a particular agent to work for the buyer (which doesn't cost the buyer anything).  Essentially an interview.

But what if you can't even get to that point.  Are there ways to engage these folks to be open to discussing the benefits of buyers agents and when would you bring this up? Any thoughts?

[Chuck Capan]

What I would suggest is-

What did they tell you, if anything, about themselves, how much did you just listen.  What are their interests?  Gardening, golf, pets, kids, vacationing, retirement...what is their hot button(s).  What were they looking for in the house?  Ranch, waterfront, granite, stainless, old, newer.

The way "in" is their personal interests.  That gets the next conversation started.  Get to know what inventory will suit them so you can bring that up as a secondary topic.  Remember: client first and second you third.

Keep the contact low and slow.  Avoid pouncing or anything loud or over the top.  You know...seduction.  (oh, what a great topic for book)

[Ed Schneider / DC]

Jessica - In the first email I send to a new prospect, I include this parapgraph or some personalized modification thereof:

As you may have discovered, the enormous amount of data you encounter when home shopping on the internet can be overwhelming. A buyer’s agent like me can ease this process by sifting through and recommending only those properties that are worth your consideration. And as you probably know, having a buyer’s agent work on your behalf and representing your interests exclusively doesn’t cost you anything since sellers pay all the commissions.

[Jessica Bigger]

Chuck -you're just great!  Thanks for the reminders.  She's retired, he's semi-retired.  They want horse property so their grand kids can have horses and lots of land to roam around.  She's a horse person too and loves to garden.    I learned quite a bit about them.  They are actually neat people.  Italian - the husband is.

I gave Susan my card and to check out my Humboldt County blog on active rain for real estate update info and more.

They actually called me back today to take a second look at the house.  So far I guess I'm doing ok.

Ed - Thanks for email info too.  I know we've had this discussion before via the open house interview - which I listen to still from time to time. For pointers.

[Bill Saunders]

Sounds like you are definitely on the right track! Baby steps.

 My guess would be that if you tried to "bring them to the office", they might feel trapped and jump the fence. Just keep on giving them excellent service like you are.

I have a young couple right now (I think I do) and they are very independent. I have told them how I can navigate through the miasma for them, etc. But heck...they are doing all the work! .  They don't want to "waste my time". I have told them that "it is what I love to do", but I got an email today saying that they are getting really close to narrowing it down so they can make an appointment to see some properties.

It is just the way some folks want it, I guess.

[316teamrealty]

Some people are just going to think they are smarter than the rest. One thing I would really gauge is their desire to purchase. Some people are not trainable and you could talk them until you are blue in the face, they would still hear nothing.

Not much help here, huh?

[Chuck Capan]

  Jessica got a STAR on AR

[Bill Saunders]

Way to go JESSICA!!

[Jessica Bigger]

I guess we have to treat each situation on a case by case basis - not a bad idea - Thanks Bill.

Loreena - you know my struggles - you understand.

By the way - thanks for the congrats Chuck and Bill - That post was actually inspired by a Floor Call who was looking for property for a friend of hers living in San Diego county.  As Jennifer says it doesn't hurt to show a couple homes here and there to build a relationship - but the fact that this woman wanted to literally look at a property in Timbuktu, property she wasn't going to buy and wanted to take a peek at for a friend who may or may not move out here.  Ummm sorry I choose not to gamble on this one.