Every client, whether buying or selling, has a list of must-haves and dealbreakers, whether they've actively listed it out or not. This list is what is going to be crucial for every agent to be aware of. One of the very first things that agents should do upon either signing a listing contract or becoming a buyer's agent is discover what the list of needs and no's are.
Must-Haves
Just like a relationship - there are high profile wants and dealbreakers for everyone. Also, just like a relationship, or a friendship, it's a good idea to focus on the must-haves first. Focusing on the positives is a great place to start as agents with their clients.
For buyers agents find out what a home must have, for example:
- Highly rated school districts
- Community (similar aged residents in a neighborhood, maybe)
- Walkability
- Walk-in closets
- One story vs. two stories
- Open layout
The list can go on and on but be aware of one important thing - the list should not go on and on. If this happens then the issue becomes unrealistic expectations and buyers aren't happy with anything you're showing them. This obviously creates a problem with client satisfaction which can impact referrals and future business.
For sellers agents, must haves to know of might include:
- An offer with a short escrow
- Sellers do not want to fix anything
- Sellers do not want to give any credits
- Sellers want to sell by a certain date
- Of course, their minimum price they'll accept
These are important to keep in mind because sellers tend to want their agent to produce, and produce quickly. Luckily, with our current market, this should be doable.
Dealbreakers
Dealbreakers are equally important to be aware of. They can be what ends a deal and ends it quickly. If an agent knows the dealbreakers ahead of time, they can help avoid them which makes everything go much more smoothly.
When considering must-haves and dealbreakers, agents need to pay special attention to the dealbreakers and be sure to work on them with clients. This is because maybe a client seems stuck in their ways and they can actually come around to a more reasonable approach if necessary. That being said, be aware to not try and sway a client too much. That's really important to note because at the end of the day, an agent's job is to advocate for their client and make sure they are meeting their needs to the best of their ability.
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