Tuesday, January 22, 2013

The More the Merrier!

So, I just read an article called "Relationship Management: 3 Ways a First-Time Home Buyer Can Drive You Nuts," by Melissa Ditman Tracey (see original article here: http://tinyurl.com/b2ss8ty ), where the number one thing the author lists is the buyer bringing his or her parents to showings:

First-time home buyers are often young and they may want to bring in some reinforcements to help in finding the perfect house. And, alas, here come the parents.

“There is no more dreaded phone communication from the first-time home buyer to his agent than the ‘I’d like my parents to stop by and take a look’ call or e-mail,” says Richard Courtney, a real estate broker with French, Christianson, Patterson and Associates in Nashville and author of Buyers are Liars & Sellers Are Too (Fireside, 2006). “At that point, regardless of any and all conditions, the deal is most likely dead. While the buyers have not heeded a word of advice from their parents since they were 11 years old, now they want the folks to share in the biggest decision of their lives.”

I have to say, I cannot disagree more. Maybe I am in the minority, but when I am showing houses to my buyer clients, my first priority is MY CLIENTS' INTERESTS, not mine. I am sensitive to how scary and complicated the home buying process can be for any client, particularly someone buying for the first time. I make sure that I give them as much information as possible so that they can feel comfortable with their decisions, and I encourage them to bring family or friends with them to showings for "second opinions."

If you are an agent with integrity, then why would you ever be afraid for your clients' parents to see a house you are showing them? Do you want your clients to get in over their heads in a house that isn't right for them? Do you want them to overspend on the house? Do you want them to ignore things that are potentially wrong with the house? If so, you shouldn't be in real estate, because you are only looking out for yourself.  I have worked with many first time buyers and I honestly can't remember one who didn't bring his or her parents by at some point to look at the house. And you know what? They all still ended up buying!

Good agents build relationships with their clients, and those relationships must be built on trust. I want my clients to remember their experience as a good one, not regret the day they ever met me. I want them (and their parents) to think of me when they want to sell their house and buy again. And I want them to spread the word that I am an agent with integrity who they know has their back. If part of building trust in me means that they have to bring 30 of their closest friends and family through, on multiple showings, then so be it. I am in the business of customer service, and to that end, I say, THE MORE THE MERRIER.


No comments:

Post a Comment